The deal was won in week two. The discount was given in week thirteen.

Period-end concessions look like the cost of closing. Often they're the cost of a reporting boundary, and buyers learn the date faster than sellers admit.

By Steve 5 min read
Abstract bridge artwork for The deal was won in week two. The discount was given in week thirteen.

A deal closes on the last working day of the quarter at twelve per cent off list. The internal story is that the discount won it. But look at the sequence: the buyer had agreed on the solution weeks earlier, the specification was settled, the champion was committed. What changed in the final week was not the buyer’s conviction. It was the seller’s calendar. The discount didn’t buy the deal. It bought a date. And it is worth being precise about how much a date costs, because the price is…

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