Finance lane # Discounts and payment terms, in the deal's own amounts. Finance approves from email with the full package, and every concession is stated in dollars on the deal. 01 · In 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. 02 · What 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. 03 · Where 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. ## See the finance lane on one of your deals.