Discounts are a policy, not a favour
Most discount leakage comes from good intentions. Governance turns those intentions into rules everyone can follow.
Ask a sales team why a customer received a 22% discount and you will usually hear a reasonable story. The problem is that there are hundreds of reasonable stories, and together they cost several points of margin.
Make the rules visible
A good discount policy fits on one page: the bands, who can approve each, and the conditions — volume, term, payment — that justify moving between them. It is embedded in the quoting tool so exceptions are logged automatically.
Visibility alone typically recovers a third of leakage within a quarter, before any prices change.
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Running a PMO that people don’t hate
