[B2B sales & account operations]() / [Use cases]() / [Contract pricing]() [How it works]() [What you get]() [Scope]() [Start a review]() [B2B sales & account operations]()[Quotes & pricing]() # Keep contract prices and approvals right. One price book in the ERP, every quote and order checked against it, and exceptions that reach the right approver. [Start with an order desk review]() [How it works]() LID-16F, price per case Workbooks against the ERP Account In circulation Contract price State Harbor Street Cafés $38, $39, $41 $38 Set in the ERP Corner Bakehouse $40, $40, $42 $40 Set in the ERP Pier 9 Catering $44, $45, $45 — Owner to choose Lakeside Deli Group $37, $37, $39 $37 Set in the ERP What consolidation finds: one item at up to three prices. The account owner picks the winner, once. ## Sound familiar? - Prices for 310 accounts live in 11 workbooks, and three versions are in circulation. - Contract pricing is set up in the ERP for only the top 40 accounts. - 11% of emailed POs carry a price that doesn’t match the price book, and nobody finds out until the order is keyed. About 170 orders a month are keyed at a price that doesn’t match the PO, and about $2,600 a month is credited back for price disputes. ## What changes. ShowTodayWith the engine Price source Three versions of 11 workbooks One price book in the ERP, with an owner Checking After the order is keyed Before the quote goes out and before the order is entered Exceptions A call to the manager, then a note A request with the margin and the account’s history, sent to the right approver Changes Edited in whichever copy was open Dated, approved and visible to quotes and orders at once ## How it works. 7 steps, 4 stages. - AI**2** - Rules and automation**3** - Your team**2** - Approval 1. 1 Consolidate 1. AI ### Compare the workbooks Reads every workbook and the ERP contracts, and lists each account where prices differ. 2. Your team Approval ### Choose the master Sales and finance decide which price wins each conflict, and own the result. 2. 2 Check 1. Rules and automation ### Load one price book Contract prices move into the ERP with start and end dates. - Prophet 21 2. Rules and automation ### Check every quote and PO Price, unit and quantity breaks are checked before a quote is sent or an order is entered. - Prophet 21 - Outlook 3. 3 Approve 1. AI ### Prepare the exception Explains the gap and drafts the approval request, with margin and the account’s history. 2. Your team Approval ### Approve or decline The sales manager approves exceptions within limits. Anything bigger goes up. 4. 4 Keep right 1. Rules and automation ### Expire and renew Prices that end soon are flagged, and renewals are drafted for the account owner. - HubSpot Each exception shows which price to fix ## What you get. Real work, every week. PO-655 Price exception Lakeside Deli Group wants $36 a case. Contract is $37. PO says 4 cases of LID-16F at $36 Contract $37 a case, in force Gap $4 on this order Margin Still above the floor Suggested Hold the contract price and tell the buyer The request an approver sees: the gap, the margin and a recommendation. Price exceptions This week - PO-655 · Lakeside Deli GroupPO says $36 a case, contract says $37 **−$1**Held for approval - Q-734 · Pier 9 Catering20 cases at $41 against a $44 list · above the floor **−$60**Approved - Q-735 · Corner BakehouseBelow the floor and over the manager’s limit **−$140**To the VP This week’s exceptions, with who decided each one. ## How you’ll know it’s working. 1. Orders keyed at a mismatched price About 170 a month today, found after entry. 2. Time to decide an exception From a flagged price to an approved or declined answer. 3. Price credits issued Dollars credited back for disputes, about $2,600 a month today. Baselines agreed before we build. ## Works with what you have. ERP, CRM & inbox - Prophet 21 - Salesforce - Business Central - HubSpot Commerce - Shopify Wholesale commerce - BigCommerce We configure first Your ERP’s own contract pricing comes first. Extending it from 40 accounts to all of them is mostly data work, and it needs no AI. We build when Exceptions, quote breaks and approvals need explaining and routing across the ERP, the inbox and the CRM. ## What a first build includes. Built in your accounts, around your team. Scope, fee and baseline agreed before we start. 1. 1 Design 2. 2 Build [Start with a review]() [Scope this build]() ### We build - A single price book in the ERP, with start and end dates - A price check on every quote and emailed PO - An approval route with limits for each approver - A price-change log and renewal reminders ### We start from - Every price workbook and the ERP’s current contracts - Margin floors and approval limits - Twelve months of price disputes and credits ### From your team Owner VP of sales and service, with the credit manager Involves - Inside sales - Finance - Order desk - ERP administration ## Questions teams ask. Do we have to move all 310 accounts at once? No. We start with the accounts that cause the most disputes and finish them before the next group. Until an account moves, its price stays checked against the workbook it came from. Who decides when prices conflict? Your people. We list every conflict with the evidence, and sales and finance choose the winner. The system applies the choice and never sets a price on its own. Who owns it once it’s running? You do. It’s built in your accounts, documented, with training for the people who run it. Ownership usually sits with your VP of sales and service, with the credit manager. We can keep running it with you, or step back. How do we start? Usually with an order desk review: two to four weeks, a fixed fee credited to the build, and a plan that’s yours. If the job is already clear, we can scope the build directly. ## Part of your order engine. One of 14 use cases, in 5 parts. [See the whole order engine]() 1. [New accounts **2**]() 2. [Quotes & pricing **3**]() 3. [Orders **3**]() 4. [Self-service & status **3**]() 5. [Account growth **3**]() In quotes & pricing - [**Quote preparation**Turn buyer inquiries into accurate quotes]() - **Contract pricing**You’re here - [**Project proposals**Answer a project brief with a proposal that can ship]() Works with - [**PO intake**Turn emailed purchase orders into validated sales orders]() - [**Account opening**Open new accounts with the right terms, and land the first order]() See it at work - [**Also in**Finance & business intelligence]() ## Make every price one you’d stand behind. Start with an order desk review. [Start with an order desk review]() [**Talk it through first**15 minutes]() We reply within one business day. --- Source: [https://www.thekeating.co/use-cases/contract-pricing/]() [Contact Keating & Co](mailto:nelson@thekeating.co) · [Agent guidance](https://www.thekeating.co/llms.txt)