{"id":"deal-desk","name":"deal-desk","summary":"ディールデスク:非標準的なセールスディールのレビュー、承認、構築を行います。ディールデスクの設置、承認閾値マトリックスの構築、ディールレビューパケットの設計、取引ルーティング、または契約のコンプライアンス監査などに活用します。","body":"# Deal Desk\n\nEnd-to-end deal-desk operational practice: charter, approval thresholds, deal-review packet design, routing automation, velocity analysis, and the governance that turns \"every deal is a snowflake\" into \"we close non-standard deals in 48 hours predictably.\"\n\nThis skill is provider-agnostic: works whether your CRM is Salesforce, HubSpot, Pipedrive, or homegrown. The patterns and decisions transfer.\n\n---\n\n## When to use this skill\n\n| Situation | Skill applies |\n|-----------|---------------|\n| Starting a deal-desk function from scratch | Yes — start with **charter design** |\n| Reviewing existing deal-desk for slowness / inconsistency | Yes — use `scripts/deal_velocity_analyzer.py` + **bottleneck patterns** |\n| Defining who can approve what discount / term | Yes — use **approval threshold matrix** + `scripts/discount_authority_router.py` |\n| Building the deal-review packet template | Yes — see **deal-review packet** section + `scripts/deal_review_packet.py` |\n| Approving / declining a specific deal | Use the packet generator + approval router |\n| Setting pricing strategy | Use `business-growth/pricing-strategy` first |\n| Forecasting / measuring pipeline | Use `business-growth/revenue-operations` |\n| Negotiating an individual contract | Pair with `business-growth/contract-and-proposal-writer` |\n\n---\n\n## What deal desk does (and doesn't)\n\n**Does:**\n- Review non-standard deals: discounts beyond rep authority, custom legal terms, custom SLAs, multi-product bundles, payment terms outside policy\n- Make the approval decision (or route to the right approver)\n- Structure the deal: pricing, terms, ramp schedule, success criteria\n- Maintain the deal-desk **policy** — what's standard, what needs approval\n- Track deal velocity (time from request → decision → signature)\n- Produce evidence for finance / audit (every concession traceable)\n\n**Doesn't:**\n- Set the published pricing (that's pricing strategy)\n- Negotiate with the customer (that's the sales rep / AE)\n- Close the sale (that's the rep + customer success)\n- Run the order-to-cash workflow (that's billing / RevOps)\n- Replace legal review (legal is one of the approvers, not the function itself)\n\nA clean deal-desk = the lubricant. Without it, every non-standard deal turns into a multi-week negotiation among engineering / product / legal / finance / executive. With it, those people are consulted by deal desk as needed and the rep gets a yes/no in days.\n\n---\n\n## Deal-desk charter (template)\n\nEvery deal desk needs a written charter. Use this template:\n\n```yaml\npurpose:\n Deal Desk reviews, approves, and structures non-standard deals to enable\n sales to close faster while keeping commercial / legal / financial risk\n within company tolerance.\n\nscope:\n In-scope:\n - All deals > $X ARR\n - All deals with discount > Y%\n - All deals with non-standard terms (custom SLAs, custom legal language,\n payment terms beyond Net 30, ramp deals, multi-year discounts > 12 months\n of standard, bundles spanning multiple product lines)\n - All renewals with > 20% expansion or > 10% contraction\n - All deals to enterprise (>1000 employees) or regulated industries\n Out-of-scope:\n - Self-serve / PLG transactions\n - Standard renewals within auto-renewal terms\n - Trial extensions < 30 days\n - Add-ons < $X per existing customer\n\nsla:\n - Standard deal-desk review (no exec approval needed): 1 business day\n - Deal needing CFO/CRO approval: 2 business days\n - Deal needing CEO/Board approval: 5 business days\n - Legal-only review (no commercial concession): 2 business days\n\nintake_format:\n Sales submits via [Salesforce form / CPQ tool / Slack form]. Required fields:\n - Customer name + size + industry\n - Product(s) + ACV\n - Requested deviation from standard (specific list)\n - Justification (competitor situation, customer constraint, strategic value)\n - Standard-pricing total + requested total\n - Contract length + payment terms\n - Implementation / SLA requirements\n\ndecision_inputs:\n - Customer LTV estimate\n - Strategic value (logo, reference, vertical foothold)\n - Risk (credit, compliance, integration)\n - Margin impact\n\noutputs:\n - Approve / decline / counter\n - If approve: signed approval packet with terms, conditions, expiration date\n - If counter: list of negotiable items + non-negotiables\n - If decline: reasoning + alternatives\n\nteam:\n Deal-desk lead: \n Deal-desk analysts: \n Standing approvers: CRO, CFO, General Counsel, VP Product (escalation paths)\n Consulted as-needed: Engineering Lead, Security Lead, Customer Success Lead\n\nmetrics:\n - Median time-to-decision (target: 1 business day)\n - Decision distribution (% approved, % declined, % countered)\n - Discount-on-discount % (deals where requested discount was further negotiated up)\n - Discount % vs ACV (correlation; outliers reviewed monthly)\n - Win rate of deal-desk-approved deals\n - Concession follow-through (did the customer keep their side?)\n```\n\nSee [references/deal-desk-charter-and-process.md](references/deal-desk-charter-and-process.md) for the full charter template, including sub-charters per region, intake form spec, and the standard SLAs.\n\n---\n\n## Approval threshold matrix\n\nThe matrix defines: for each deal characteristic (discount %, contract length, custom term type), who can approve it.\n\n### Standard matrix template\n\n| Deal characteristic | Rep | Sales Manager | Director | VP Sales | CRO | CFO | CEO |\n|---------------------|-----|---------------|----------|----------|-----|-----|-----|\n| Discount 0-10% | ✓ | | | | | | |\n| Discount 10-20% | | ✓ | | | | | |\n| Discount 20-30% | | | ✓ | | | | |\n| Discount 30-40% | | | | ✓ | | | |\n| Discount 40-50% | | | | | ✓ | | |\n| Discount > 50% | | | | | | | ✓ |\n| ACV > $250k | | ✓ | | | | | |\n| ACV > $1M | | | | ✓ | | | |\n| ACV > $5M | | | | | | | ✓ |\n| Multi-year > 12mo standard | | ✓ | | | | | |\n| Non-standard payment terms | | | | | | ✓ | |\n| Custom SLA / penalties | | | | (with CCO) | | | |\n| Custom legal language | | | | | | | (Legal must concur) |\n| MSA red-line on liability cap | | | | | | | (Legal must concur) |\n| Most-favored-nation clause | | | | | | ✓ | |\n| Acceptance criteria / payment-on-acceptance | | | | | | ✓ | |\n| Multi-product / cross-BU bundle | | | (each BU lead approves) | | | | |\n| Whitelabel / OEM rights | | | | | | | ✓ |\n\nCustomize per company stage, ACV distribution, and authority preference (some orgs want CRO at 30%, others delegate further down).\n\n### Stacking rule\n\nWhen multiple non-standard items apply, **the highest required approver applies.** A $1M deal at 25% discount with custom SLA needs VP Sales (ACV) AND Director (discount) AND VP Sales+CCO (custom SLA) → effectively requires VP Sales sign-off + CCO + Legal concurrence.\n\nUse `scripts/discount_authority_router.py --deal deal.yaml` to compute the required approvers for any deal.\n\nSee [references/approval-thresholds-and-routing.md](references/approval-thresholds-and-routing.md) for the full matrix design guide, regional variants, escalation paths, and routing automation patterns.\n\n---\n\n## The deal-review packet\n\nEvery non-standard deal gets a packet. Without it, approvers ask the same questions repeatedly and decisions take days instead of hours.\n\n### Standard packet structure\n\n```markdown\n# Deal Review: \n\n## Summary\n- Customer: \n- ACV: $\n- Discount %: <%> (vs standard $)\n- Contract: , \n- Decision needed by: \n\n## Standard vs Requested\n| Item | Standard | Requested | Delta |\n|------|----------|-----------|-------|\n| ACV | $X | $Y | -Z% |\n| Term | 12mo | 36mo | +24mo |\n| Payment | Net 30 | Net 60 | +30d |\n| SLA | 99.5% | 99.9% | +0.4% |\n| Liability cap | 1x fees | 2x fees | +1x |\n| Termination for convenience | No | Yes (90d) | New |\n\n## Justification\n- Why customer wants this: \n- Why we're considering: \n- Customer leverage: \n\n## Financial impact\n- Standard ARR: $X\n- Discounted ARR: $Y (Z% off)\n- Net new gross margin: $A (with cost overlay)\n- Projected LTV with this discount: $B\n- Discount payback if customer renews: \n\n## Strategic value\n- Logo value: \n- Reference value: \n- Vertical foothold: \n- Competitive replacement: \n\n## Risk\n- Credit risk: \n- Compliance risk: \n- Technical fit risk: \n- Concession follow-through: \n\n## Required approvers (per matrix)\n- [ ] Director: \n- [ ] VP Sales: \n- [ ] CFO: \n- [ ] Legal: \n\n## Recommendation (from deal desk)\n — with reasoning\n\n## Conditions if approved\n- Discount expires \n- Customer must agree to: \n- Customer agrees this is single-instance (not precedent)\n- Payment must close by \n```\n\nUse `scripts/deal_review_packet.py --deal deal.yaml` to generate this packet from a deal spec.\n\n---\n\n## Velocity analysis\n\nA slow deal desk strangles sales. Measure and tune.\n\n### Key metrics\n\n| Metric | Healthy | Warning |\n|--------|---------|---------|\n| Median time-to-decision | < 1 business day | > 3 days |\n| 90th percentile time-to-decision | < 3 business days | > 7 days |\n| % of deals waiting on a single approver > 24h | < 10% | > 30% |\n| Deals stuck > 7 days | 0 | > 5 |\n| Sales rep satisfaction with deal desk (NPS) | > 50 | < 0 |\n| % approved (high approval rate may mean threshold too low) | 60-80% | > 95% or < 40% |\n| Discount-on-discount: deals where customer negotiated up after deal-desk approval | < 10% | > 30% |\n\nRun `scripts/deal_velocity_analyzer.py --deals deals.csv` to compute these from a CRM export.\n\n### Common bottlenecks\n\n| Bottleneck | Diagnosis | Fix |\n|------------|-----------|-----|\n| Single approver bottleneck (one person on everything) | Routing matrix concentrated authority | Delegate; add back-ups; raise thresholds |\n| Legal review takes a week | Legal sees every deal | Standard MSA + pre-approved clause library; Legal only on deviations |\n| Engineering needed for SLA review | Custom SLAs every time | Publish standard SLA tiers; only deviations route to eng |\n| Approval cycle back-and-forth | Packet missing key info | Use the standard packet template; reject incomplete submissions |\n| Long executive lag | Exec doesn't have context for every deal | Weekly deal review meeting for batch decisions on smaller items |\n| Sales submits incomplete packets | Reps don't know what to include | Intake form that enforces required fields |\n| No SLA enforcement | Deals sit in queue with no urgency | Publish + report SLA; aging dashboard visible to leadership |\n\nSee [references/discount-and-concession-playbook.md](references/discount-and-concession-playbook.md) for the discount/concession patterns: legitimate reasons for each concession type, how to evaluate, alternatives to discounting, and how to structure performance-based discounts.\n\n---\n\n## Clarify First\n\nBefore generating the deal-desk artifact, confirm these inputs. If any is unknown or vague, ASK — do not assume:\n\n- [ ] **Task type** — standing up the desk (charter + matrix) vs reviewing one deal (packet) (determines which template you produce)\n- [ ] **Deal specifics: ACV + requested deviation** — discount %, term, payment, custom SLA/legal (sets the Standard-vs-Requested table and which approvers the matrix requires)\n- [ ] **Approval authority structure** — who can approve what (Rep→Manager→Director→VP→CRO/CFO/CEO + Legal) (drives the threshold matrix and routing)\n- [ ] **Strategic value + risk** — logo/reference value, credit/compliance risk (drives the packet's justification and recommendation)\n\nStop rule: ask only the 2-3 that most change the output. If the user says \"just draft it,\" proceed and list your assumptions at the top of the artifact.\n\n## End-to-end workflows\n\n### Workflow: A rep submits a non-standard deal\n\n1. **Rep submits** via intake form: customer + ACV + requested deviation + justification\n2. **Deal desk triages** within 4h: assigns analyst, validates packet completeness, requests missing info\n3. **Deal desk reviews** within 1 business day: financial impact, strategic value, risk\n4. **Deal desk recommends** approve / counter / decline\n5. **Route to approver(s)** per matrix (auto via `scripts/discount_authority_router.py`)\n6. **Approver decides** within SLA\n7. **If approved**: packet signed off, conditions sent to rep with expiration\n8. **If countered**: deal desk works with rep on alternative structure\n9. **If declined**: clear reason + alternatives sent to rep + customer\n\n### Workflow: Stand up a deal desk from scratch\n\n1. **Draft charter** with sales, finance, legal sign-off\n2. **Build the approval matrix** — interview key stakeholders, document existing tribal knowledge\n3. **Design intake form** — CRM-integrated or Slack-bot\n4. **Hire / appoint deal desk lead + analyst(s)**\n5. **Train sales** — what triggers deal desk, what info is needed, what to expect\n6. **Soft launch** — manual operation for 1 month; track metrics\n7. **Iterate** — refine thresholds, automate routing, publish SLAs\n8. **Quarterly review** — metrics, threshold adjustments, charter updates\n\n### Workflow: Audit deal-desk performance\n\n1. **Export deals** from CRM for the period (CSV with deal IDs, stages, approval timestamps, discounts)\n2. **Run velocity analyzer** — compute medians, percentiles, aging, approver bottlenecks\n3. **Sample 10-20 deals** for qualitative review (was the packet complete? were conditions met?)\n4. **Identify patterns** — are certain reps over-discounting? are certain customers getting MFN clauses inappropriately?\n5. **Propose adjustments** — to charter, thresholds, intake form, training\n6. **Present to leadership** with metrics + recommendations\n\n### Workflow: Quarterly threshold review\n\nThresholds drift. Quarterly:\n\n1. **Pull discount distribution** for the quarter\n2. **Identify outliers** — deals where discount % was anomalous for ACV / segment\n3. **Compare approval rates** by threshold — if 30%+ discount deals get approved 95%+ of the time, the threshold is too low\n4. **Compare win rates** by discount band — does deeper discount actually improve win rate, or does it just give up margin?\n5. **Adjust thresholds** based on data + market shift\n6. **Publish new matrix** with effective date; train sales\n\n---\n\n## Anti-patterns\n\n- **Deal desk as bottleneck.** SLAs published but ignored; deals stack up; sales builds workarounds. Measure + enforce SLAs.\n- **Deal desk that always says yes.** Approval rate > 95% means thresholds are too low — you're rubber-stamping. Tighten or raise thresholds.\n- **Deal desk that always says no.** Approval rate < 40% means policy is too strict OR sales doesn't understand it. Investigate root cause.\n- **No deal-desk policy.** Every deal evaluated case-by-case. Inconsistent decisions; legal exposure; reps gaming the system.\n- **Concentrated authority.** One person approves everything → bottleneck + bus factor. Delegate.\n- **Pricing strategy disguised as deal-desk policy.** If 80% of deals need discounting, the published price is wrong. Fix pricing.\n- **Discount creep.** Each deal raises the bar for the next; eventually published price is irrelevant. Track + reset.\n- **Concession with no quid pro quo.** Customer asks for 20% discount; you give 20% discount. Always trade: 20% for case study, 20% for 3yr contract, etc.\n- **No expiration on quotes.** Customer can come back in 6 months and demand the same terms. Always time-box (typically 30-60 days).\n- **Single-instance language never enforced.** \"This is a one-time exception\" → next year the customer cites it as precedent.\n\n---\n\n## Tooling outputs\n\n| Script | Input | Output |\n|--------|-------|--------|\n| `scripts/deal_review_packet.py` | Deal spec YAML | Markdown deal-review packet with summary, financials, strategic value, risk, approver list, recommendation template |\n| `scripts/discount_authority_router.py` | Deal spec YAML + approval matrix YAML | Required approver(s), routing order, escalation path, SLA-aware ordering |\n| `scripts/deal_velocity_analyzer.py` | CSV of deals from CRM export | Median / p90 time-to-decision, aging dashboard, approver bottleneck identification, discount-on-discount analysis |\n\nAll scripts: stdlib only, argparse CLI, JSON or markdown output.\n\n---\n\n## References\n\n- [deal-desk-charter-and-process.md](references/deal-desk-charter-and-process.md) — full charter template, intake form spec, SLA framework\n- [approval-thresholds-and-routing.md](references/approval-thresholds-and-routing.md) — matrix design, regional variants, escalation paths, automation patterns\n- [discount-and-concession-playbook.md](references/discount-and-concession-playbook.md) — concession types, legitimate reasons, alternatives, performance-based structures\n\n---\n\n## Related skills\n\n- `business-growth/pricing-strategy` — sets the prices that deal desk enforces deviations from\n- `business-growth/revenue-operations` — measures the pipeline; deal-desk metrics flow into RevOps dashboards\n- `business-growth/contract-and-proposal-writer` — drafts the final contract once deal desk approves\n- `business-growth/channel-economics` — channel deals have their own deal-desk patterns\n- `business-growth/partnerships-architect` — partner-mediated deals route through both deal desk + partnerships\n- `business-growth/commercial-policy` — the broader governance framework deal desk enforces\n- `sales-success/sales-engineer` — provides technical validation in packet\n- `sales-success/sales-operations` — owns CRM / forecast accuracy that deal desk feeds","author":"@borghei","ownerProfile":null,"authorContacts":null,"sourceUrl":"https://github.com/borghei/Claude-Skills/tree/main/business-growth/deal-desk","license":"MIT","category":"coding","lang":"en","tokens":4295,"stars":0,"calls30d":2,"claimed":false,"visibility":"public","origin":"crawler","version":"0.1.0","createdAt":"2026-08-22","updatedAt":"2026-08-22","files":[{"path":"references/approval-thresholds-and-routing.md","size":13320,"sha256":"d643aa43bb9540bbb5bf3e16472a3232971eceef6904996aec299f3463be68e9"},{"path":"references/deal-desk-charter-and-process.md","size":13872,"sha256":"4ef3d0d955e94b67fe0de3bd22f3f32a7d3f402b9d942c53ec1b01bb7a27650b"},{"path":"references/discount-and-concession-playbook.md","size":17106,"sha256":"5c29a76f12ff36b389d5a9390d3a318fc81bed56a6b2ca1d4a6418eb3700a6eb"},{"path":"scripts/deal_review_packet.py","size":15091,"sha256":"d3308c1f42fb4a1dd9462cd6d3796f959b4884d2c622464d942ae44422261165"},{"path":"scripts/deal_velocity_analyzer.py","size":11940,"sha256":"495d8b4039711303838eb771613037ba456e65b882f2766a02216f8598f87ac5"},{"path":"scripts/discount_authority_router.py","size":12185,"sha256":"a9cde38a54dea6d0eec79fe7df1056b24488e7dbb8b4db0196b28ffae61cb1ea"}],"requires":{"mcp":[],"tools":[]},"safety":{"flags":[],"scannedAt":"2026-08-22","hasScripts":true,"networkEndpoints":[]}}