A discount a rep offers to close a deal fast can quietly erode margin on every deal after it, if nobody with visibility into the whole book signs off first. Approval rules put a checkpoint in front of the quotes that need one, without slowing down the ones that don’t.

A $45,000 quote — “NorthPeak storefront rebuild” — is what’s held for approval here, caught by a rule that triggers over $20,000 in grand total. A banner on the quote identifies who needs to sign off before it can go to the client — in this case a single approver — and rules like it can also key off discount percentage or margin, applied to specific engagement types or all of them.

Rules can be chained into steps, with a “Step X of Y” indicator tracking progress as parallel approvers at each stage clear before the quote advances to the next. Approvers work from their own queue, and can approve, reject, or send it back with comments requesting changes — the latter two drop the quote back to draft. Once approved, the quote’s terms and quote-level pricing lock; a new discount after that point means a new version, not a quiet edit.

The upside is a small team can hand out real pricing authority without losing the safety net. A rep builds and sends most quotes solo, and the ones large enough to matter get a second set of eyes automatically — no separate spreadsheet approval chain, no quote leaving the building until the right person has actually looked at it.

See It with Your Own Data

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