Section 11 of 21 · Decision Book p.23–26
11. Pricing, Proposals & Closing
The closing chain in DMA's book: qualify, negotiate, propose, sign, collect. Prices come only from DMA's approved rate card and are applied by code; every contract and payment step has a defined point where a person decides.
What we built for this section
- A rate card as an approved rule (sample prices until DMA's are entered), with a discount band above which only Josh decides.
- Price ranges in the website chat, worded by code from the approved card only; the AI never sees a figure, and any number of its own is refused (on once DMA's card is approved).
- Proposal drafts: words by the AI, prices by code, claims and dates checked, a PDF, into Approvals.
- The closing path: e-signature and deposit checkout (simulated providers), each step approved by a person, and Closed/Won through the write gate.
- Sending proposals without a person inside the guardrails is being finished for Phase 1.
The 8 capabilities, in the book's order
| No. | Capability | Book page | Phase | Autonomy | Status |
|---|---|---|---|---|---|
| 11.1 | Pricing guardrailsThe AI may talk about price, and make pricing decisions, only within rules DMA approves. | p.24 | Phase 1 | L3 · Act within rules | Built — needs DMA's data |
| 11.2 | Negotiation limitsDefine exactly what the AI may discount or concede, and when it must hand over to a person. | p.24 | Phase 1 | L1 · Recommend | Built — needs DMA's data |
| 11.3 | Automatic proposal draftUse what's known about a qualified prospect to prepare a first-draft proposal for the salesperson. | p.24 | Phase 2 | L2 · Prepare, then wait for approval | Built — needs DMA's data |
| 11.4 | Cross-sell detectionSpot extra services that really fit, instead of waiting for a rep to notice. | p.24 | Phase 2 | L2 · Prepare, then wait for approval | Designed for Phase 2 |
| 11.5 | Competitor questionsAnswer comparison questions accurately, without reckless or insulting claims. | p.25 | Phase 1 | L4 · Autonomous | Built — needs DMA's data |
| 11.6 | Autonomous proposal sendingSend a proposal to a qualified prospect without a person's approval by default, as long as it stays within the approved pricing, scope, proof and policy rules. | p.25 | Phase 1 | L3 · Act within rules | Partly built — finishing in Phase 1 |
| 11.7 | E-sign / contract executionThe contract goes to e-signature and gets signed as part of the closing flow, without anyone preparing the signature request by hand. | p.25 | Phase 1 | L2 · Prepare, then wait for approval | Built in the POC |
| 11.8 | Deposit / payment captureMove a closed deal from a signed agreement to a collected deposit, without anyone invoicing or chasing by hand. | p.26 | Phase 1 | L2 · Prepare, then wait for approval | Built in the POC |