Discounts and payment terms, in the deal's own amounts.

01In practice

Every concession, priced on this deal.

30 more payment days on a $250,000 deal is $250,000 paid 30 days later. No assumed cost of capital, and precedent shown as evidence, never as a target.

02What Girard handles

Every price and payment term.

• Money terms. Amounts with currency, and limits by deal size.
• Approval from email, Slack or Teams. With the full package attached.
• Quotes and order forms in PDF. With a hand-off for e-signature.
• A cost and margin floor. For every order form line.
• Rate cards and a price book. Role, level and region for services; lane for freight.
• Quote expiry and price holds. Tracked as terms, with a watcher.
• Your sales system kept current. Approved terms written back to HubSpot; Salesforce opportunities read in.
• A clean hand-off to billing. Signed terms go to Stripe, QuickBooks or NetSuite, with tax left to those systems.
• A finance agent. It watches payment days against deal size, lines below the floor and expiring quotes.

03Where Girard goes further

Beyond the approval.

• One scale for every concession. A doubled liability cap on the same deal is $500,000 of exposure, on the same scale as a discount.
• Precedent for owners. What similar customers got and what the company got back.
• Trade packages across lanes. "A three-year term unlocks net 45 and a 1.5 times cap", written once by an owner and offered by the rep.
• A renewal watcher. It checks the contracted increase against the actual renewal quote.
• A pushback playbook from your own rulings. For net 90, most-favoured pricing and three-year price holds.
• Structured offers for buyers' agents. Offers and counter-offers in a form their software can read.