A Deal Isn't A Deal Until It Is Signed

QUESTION:  Of late it seems that when I am pursuing a solid engagement or sale and at the very last minute it doesn’t come to fruition.  And worse in my case, there didn’t seem to be any warning that something was going terribly wrong, so I wouldn’t be able to react in a proactive manner.  Is this the new trend or is it just me?

ANSWER:  I really don’t know just how common this scenario is played out in the business world, but there is little doubt that it does happen.  I don’t think it matters if it is a prospective sale, a new engagement contract or a project within an organization.  You are dealing with the human element of buyer’s remorse, laziness over logic, redirection (valid or not) and too much time destroying a deal.

I have a personal realization that a deal is not a deal until the contract is inked or the check is in the bank.  In times past, a hand shake and/or a verbal commitment would have been enough to “take it to the bank.”

I believe that all of us at one time or another in our careers has started down a path only to be derailed by a new corporate direction, new management, downsizing, ineptitude or a myriad of other reasons.  Don’t take it personal although I understand that it does become personally painful.

Work your deals with diligence beyond any of your competitors.  Leave no question unanswered, give more than is expected and do more than talk the talk….walk the walk.  Will this insure 100% success rate?  Of course not, but it will continue to grow you into a consummate professional and improve your self confidence.  Self confidence allows you to speak with authority and transfer the values and excitement of your product, service or project and inject right now urgency into the mix.  

George F. Mancuso, President
Client Growth Consultants