We did something similar back in the days when 95 percent of all orders closed. It worked at the time because it kept a big client happy and also made our own bookeeping simpler. However, getting the client to keep us informed about which orders closed and which didn't, turned onto a messy roblem. It wasn't a matter of trusting their word -- they just wouldn't give us any word, and after a while we didn't know what we were owed anymore. Then when credit got tight and lots more closings failed, we took a big hit. Currently we don't offer a fall- through discount.

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