Commit to using a specific intake scorecard on the next high-risk deal request.
Use a six-field intake scorecard before analyzing the next high-risk deal request. High-risk deal requests include above-policy discount, unusual payment terms, custom contract language, free services, or any quote above your local approval threshold. When I receive a high-risk deal request, I will ask for: 1. deal value and signature deadline; 2. requested exception; 3. buyer constraint the exception solves; 4. value or scope evidence; 5. proposed return trade or mitigation; 6. named approval owner. I will not write a recommendation until these fields are present or explicitly marked unknown. In 3 days, review one request and mark whether the…
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