Worksheet: Log every exception with an expiry date

An exception granted once and never revisited becomes the price. This sheet logs every exception with an expiry, reviews the log each quarter, and reads the pattern for what the structure is missing. It builds the Competent step of the check:

Exceptions are logged, time-limited and reviewed at renewal.

Step 1. The log

No expiry, no exception. Default to twelve months or the contract renewal, whichever comes first.

#	Customer	Product or range	Standard price	Exception price	Reason	Approved by	Start	Expiry
e.g. 1	Customer 22	Merchant bar	List less 10%	List less 16%	Competing importer on one project	Sales director	1 Feb	31 Jul

Step 2. Review each quarter

Quarter	Exceptions live	Expired and removed	Renewed	Main reason for renewal	New this quarter

Step 3. Read the pattern

The same reason repeating is the structure telling you what it lacks.

Pattern	Count	What the structure is missing	Fix	Owner
e.g. Small cash customers given the trade price	34	A tier for cash customers	Add a cash tier at list less 3%	Pricing owner

Done when: every exception in the log carries an expiry date, and each one is reviewed before it is renewed.

Adapted from our own pricing diagnostic (PSP, 2011).