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The most stressful thing about consulting is that “the deal isn’t closed, until it’s closed - contract signed and first tranche deposited.”
This is how you know the deal is closed.
You can complete this cycle in 1 week or 3 months.
This is how you know the deal is closed.
You can complete this cycle in 1 week or 3 months.
On a recent sales meeting, a potential client said to us - book us down, we love your energy and we are going to work with you.
When they were done, I explained to them that they only way we can book them down is if we have a signed contract and mobilised.
When they were done, I explained to them that they only way we can book them down is if we have a signed contract and mobilised.
This came as a rude shock to them.
We have done this long enough to understand how this works.
We've had cases where it felt as if everything was done. We could "practically" touch the project. Both parties were excited and the client ghosted. Wouldn't return emails or calls.
We have done this long enough to understand how this works.
We've had cases where it felt as if everything was done. We could "practically" touch the project. Both parties were excited and the client ghosted. Wouldn't return emails or calls.
At any point in time, we are talking to multiple people. Just hedging our bets.
Last year September/October, we were talking to this prospect who wouldn't make up their mind; they kept shifting the post at every meeting. Frustrating, but we held on.
Last year September/October, we were talking to this prospect who wouldn't make up their mind; they kept shifting the post at every meeting. Frustrating, but we held on.
3 months in and nothing concrete. They couldn't even decide on what they wanted to build.
One morning, a referral reached out. We got on a first call by 11AM, by 8PM that day, we hammered out a deal - NDA, contract, the whole 9 yards. They asked for our first invoice same day.
One morning, a referral reached out. We got on a first call by 11AM, by 8PM that day, we hammered out a deal - NDA, contract, the whole 9 yards. They asked for our first invoice same day.
This is by far the fastest deal we have closed.
Project started the next day. 3 days later, the previous guys reached out for "one final meeting." We turned it down and told them we were booked.
They were visibly upset. They accused us of wasting their time.
Project started the next day. 3 days later, the previous guys reached out for "one final meeting." We turned it down and told them we were booked.
They were visibly upset. They accused us of wasting their time.
We reminded them again about our team size and how it wouldn't be fair to them if we took the project and didn't bring our 110% to the table.
We are small and can't afford to have people juggling multiple engineering projects at the same time.
Every project has a team.
We are small and can't afford to have people juggling multiple engineering projects at the same time.
Every project has a team.
During that call, we managed to calm their CEO. He emailed us later to tell us how he respected our integrity, we didn't do the deal, but I like to think we didn't burn a bridge either.
BTW, B2B sales is HARD!!!
BTW, B2B sales is HARD!!!
