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Negotiated pricing that does not live in a spreadsheet

Your relationship managers already cut deals. The question is whether those terms are enforced by your billing system or by someone remembering to apply them.

See Account Analysis

The challenge

Commercial banking runs on negotiation. A corporate client gets a bespoke fee schedule, a volume commitment, a rate concession, or all three. That agreement is real, it is signed, and it is almost never something the core billing system can express.

So it gets handled around the edges. Terms live in a signed PDF and a spreadsheet. Someone applies manual adjustments each cycle. When that person moves teams, the institutional memory of why a particular client pays what they pay goes with them.

The costs land in three places. Clients are billed incorrectly and notice, which is a relationship problem. Concessions granted years ago never get revisited, so terms drift away from what each client actually brings, which is a consistency problem. And when an auditor asks why this client is charged differently, assembling the answer means finding the right email, which is a governance problem.

How Fincarna solves it

Deal Desk makes the negotiation itself a record in its own right. The relationship manager composes the deal, the desk reviews it, the client signs off, an approver signs it, and only then does it go live. The workflow matches how the deal actually happens rather than asking the business to work around the system.

A deal expresses only what differs from your standard pricing. It rides on top of the catalog rather than forking it, and it can carry fee terms, rate benefits, and volume commitments in a single agreement.

Once published, a deal is enforced by the platform every cycle. Nobody has to remember it. And because renegotiation clones rather than edits, the history of what this client was promised and when stays intact.

Deal lifecycleSteps are configured to your process. Every transition is recorded and attributed, and nothing goes live without an approval on record.ComposeRM builds the dealRelationship managerInternal reviewDesk checks the termsDeal deskCustomer confirmationRM records the responseRelationship managerApprovalSign-off on recordApproverLiveBilling applies the termsFincarnaRejected, returns to the RM as a draft with reasons attachedRenegotiating does not mutate a live deal. Clone it, change it, approve it, and the previous version is archived intact.

What a deal can carry

  • Negotiated fee schedule

    Per client terms

    A corporate client moves its treasury business to you on the condition of a bespoke wire and cash management schedule. The deal captures exactly which fees are waived, discounted, or replaced, and billing applies them without anyone maintaining a side agreement.

  • Volume commitments

    Transactions, balance, revenue

    Price against what the client commits to bring. Commitments can be measured on transaction count, balances held, or revenue generated, over a monthly, quarterly, or annual period, and tracked against actuals as the relationship runs.

  • Hierarchy level pricing

    Parent and subsidiaries

    Strike one deal that covers a corporate parent and everything beneath it, rather than repeating the same terms across a dozen subsidiary accounts and hoping they stay in sync.

  • Negotiated earnings credit

    Pinned or replaced ECR

    Offer a client a better earnings credit rate as part of the relationship. The deal pins a fixed rate or replaces the catalog rate with another indexed or tiered one, within the floor and ceiling Treasury set. Only the accounts enrolled in the deal earn it, and it flows straight onto their account analysis statement.

  • Renewal and renegotiation

    Clone, revise, approve

    When terms change, clone the existing deal, revise it, and take it back through approval. The live deal keeps running until the new one is published, and the old version is archived rather than overwritten.

Key capabilities

  • A workflow your deal desk recognizes

    A deal moves from draft, through internal review, to customer sign off, to approval, to published. Each transition is attributed and time stamped. Nothing reaches a customer’s bill without an approval on the record.

  • Approval that scales with the discount

    Routine concessions do not need the same scrutiny as aggressive ones. Approval requirements can escalate with how far the terms depart from your standard schedule.

  • Overrides, not a parallel catalog

    A deal expresses what is different: waive this fee, discount that one, replace this amount. It sits on top of your standard products rather than forking them, so a change to the underlying schedule does not silently strand every negotiated agreement.

  • Deals and rates together

    A negotiated relationship is rarely only about fees. Deals can carry rate benefits, including a negotiated earnings credit rate, as well as fee terms, so the whole agreement lives in one object instead of being split across two systems.

  • Immutable once live

    A published deal is not edited in place. Renegotiation produces a new version through the same approval path, and the superseded version stays intact for audit and for dispute resolution.

  • Full lineage on every term

    For any charge on a corporate client’s statement you can trace back to the deal that produced it, the clause within that deal, and the person who approved it.

Bring a real deal to the demo

Redact the client name and bring the terms. Watching them get modelled live is more useful than any slide about deal management.

or email us at hello@fincarna.com