Deal desk request form
Most deal desk delays are not approval delays. They are the three rounds of back-and-forth before anyone can approve, because the request arrived as a Slack message saying 'can we do 25% on this one?'. This form asks for everything an approver needs up front: the commercials, every non-standard term, the competitive situation, and what the customer gives in return. A complete request gets a decision in one pass.
Download it
What you get
- A request form with the fields an approver needs, grouped so a rep can fill it in minutes
- A give-get section that forces every concession to be paired with something in return
- A completeness checklist the deal desk uses to accept or bounce a request
- A triage table with request types, routing, and SLAs
Who it's for
- Deal desk managers tired of approving deals from chat messages
- AEs who want faster, first-pass approvals on non-standard deals
- Finance and legal partners who review commercial exceptions
What's inside
8 sections, each listed with its own size. The first is previewed below; the remaining 7 come with the download, with blank rows ready to fill in.
| Section | Size | Previewed |
|---|---|---|
| Deal basics | 7 fields to complete | Below |
| Commercials | 7 fields to complete | In the download |
| Non-standard terms requested | 5 columns, 2 worked example rows | In the download |
| Give-get | 3 columns, 2 worked example rows | In the download |
| Justification | 5 fields to complete | In the download |
| Deal desk triage | 4 columns, 4 worked example rows | In the download |
| Completeness check (deal desk) | 8-point checklist | In the download |
| Why intake quality decides deal desk speed | Guidance notes | In the download |
Preview of section 1
Deal basics
- Opportunity name and CRM link
- Account and segment
- e.g. Mid-market, North America
- Deal type
- e.g. Expansion
How to use it
1. Make the form the only way in
Requests by chat, email, or hallway conversation get pointed back to the form. Build it as a record or object in the CRM so it links to the opportunity and the history stays attached to the deal.
2. Require a give for every get
Every concession the rep asks for should list what the customer gives in return: a longer term, upfront payment, a case study, a signing date. Requests without a give are the ones approvers should push back on hardest.
3. Bounce incomplete requests fast
The deal desk checks completeness within a few business hours and returns incomplete requests with the specific missing items. The approval SLA starts when the request is complete, which gives reps a reason to fill it in properly.
4. Ask for the alternative behind the ask
The form asks what happens if the request is declined. Reps who have thought about that often come back with a smaller ask, and approvers get the real trade-off instead of the opening position.
Frequently asked questions
What should a deal desk request form include?
Deal basics (opportunity, stage, signer, date), commercials (list price, requested price, discount, term, payment terms), every non-standard term with the reason, a give-get for each concession, and justification including competition and what happens if declined.
How fast should a deal desk respond?
Set SLAs by request type and start the clock when the request is complete. Routine requests should be decided the same day; requests needing finance or legal typically take longer. Publish the SLAs so reps can plan around them.
Where should deal desk requests live?
In the CRM, linked to the opportunity, so the approval history stays with the deal and can be reported on. Chat and email requests should be redirected to the form.