deal-desk v1.0.0A

Immutable. This exact content is served forever at /api/v1/blob/e0743ec98fcba542.

---
name: deal-desk
description: >-
  Structure deals, pricing, and proposals — pricing model selection, discount
  guidance, business case construction, and negotiation strategy. Use when
  structuring a deal, building a pricing proposal, negotiating, or creating a
  business case. Triggers on: "deal desk", "pricing", "proposal", "negotiation",
  "discount", "business case", "ROI case", "deal structure", or any pricing/financial
  request in a sales context.
license: MIT
compatibility: Claude Code, Cursor, Codex, Hermes, Windsurf, OpenCode, Gemini CLI, Copilot, Zed, VS Code, Goose
metadata:
  version: "1.0.0"
  author: LeadMagic
  category: sales-revops
  tags: [deal-desk, pricing, proposals, negotiation, business-case]
  related_skills: [pricing-strategy, roi-calculator, pipeline-management]
  frameworks: [Ramanujam Monetizing Innovation, ValueSelling Framework, Force Management Command of the Message, Todd Caponi Transparency Sale]
---

# Deal Desk

## Overview

Deal structuring is where strategy meets money. The difference between a
deal that closes at list price and one that gets discounted 40% is usually
not the product — it's how value was communicated and the business case
was constructed.

This skill covers pricing model selection (Ramanujam), business case
building (ValueSelling Framework), discount authority frameworks, and
negotiation strategy grounded in Command of the Message value articulation.

## When to Use

- "Structure this deal"
- "Build a business case for [prospect]"
- "What pricing model should we propose?"
- "How much discount should we offer?"
- "Prepare for a pricing negotiation"
- "Create a proposal for [company]"

## Authoritative Foundations

Madhavan Ramanujam's Monetizing Innovation: pricing should be designed
around customer willingness-to-pay, not cost-plus or competitor-minus.
The 2x2 model (price sensitivity × differentiation) determines which
pricing model fits.

ValueSelling Framework: every deal conversation should ladder up to
quantifiable business impact. "What's this worth to you?" is the
question that determines pricing power.

Force Management Command of the Message: premium pricing is defendable when value
differentiation is clear and provable.

## Step-by-Step Process

### Phase 1: Intake

Ask the user:
1. Deal size and deal stage
2. Prospect's budget range (if known)
3. Competitors in the deal and their pricing
4. Champion strength and economic buyer access
5. Timeline and urgency

### Phase 2: Pricing Model Selection

| Model | Best For | When to Use |
|---|---|---|
| Per-seat | Collaborative tools, productivity | Usage scales with team size |
| Usage-based | API, data, compute | Value scales with consumption |
| Tiered (Good/Better/Best) | Most SaaS | Clear upgrade path |
| Flat-rate | Simple tools, SMB | Low complexity, fast decisions |
| Custom / Enterprise | $50K+ ACV | Complex needs, procurement |

### Phase 3: Business Case Construction

Structure:
1. **Current State Cost**: What the problem costs today (time, money, risk)
2. **Future State Value**: What solving it delivers (revenue, efficiency, risk reduction)
3. **Investment Required**: Your pricing, implementation costs, training
4. **ROI Timeline**: Payback period, 1-year ROI, 3-year ROI
5. **Risk of Inaction**: What happens if they don't solve it now

### Phase 4: Discount Authority

| Discount Level | Approval Required | When Justified |
|---|---|---|
| 0-10% | Rep discretion | Standard negotiation |
| 10-20% | Manager approval | Multi-year commit, competitive pressure |
| 20-30% | VP/CRO approval | Strategic account, land-and-expand |
| 30%+ | CEO approval | Platform deal, partnership, exceptional |

Never discount without getting something in return: multi-year commit,
case study permission, reference call, logo rights, or expansion commitment.

## Output Format

Deal structure document with pricing recommendation, business case, discount
framework, and negotiation strategy.

## Quality Check

- [ ] Pricing model matched to customer's usage pattern and value drivers
- [ ] Business case includes both current-state cost and future-state value
- [ ] ROI figures are conservative and sourceable
- [ ] Discount authority rules documented and enforced
- [ ] Every discount tied to a concession from the prospect

## Common Pitfalls

1. **Discounting without exchange.** A 20% discount with nothing in return
   is just leaving money on the table. Always trade.

2. **Vague business case.** "You'll save money" isn't a business case.
   "Your team spends 40 hours/week on [task] at $X/hour = $Y/year. Our
   solution reduces that to 10 hours. Annual savings: $Z. Payback: 4 months."

3. **Premature pricing discussion.** Discussing price before establishing
   value makes every number sound expensive. Value first, price second.

4. **One price for everyone.** Different segments, different willingness-
   to-pay. A 10-person startup and a 500-person enterprise shouldn't see
   the same pricing.

## Related Skills

- **pricing-strategy**: Overall pricing model design
- **roi-calculator**: Detailed ROI calculation and business case tools
- **pipeline-management**: Track deals through negotiation and close