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See if you can get some objective views on the deal. Often this is done by staying in touch. Seasonal greetings, even. The advice is going to differ dramatical
by themodelplumber 4y ago
See if you can get some objective views on the deal. Often this is done by staying in touch. Seasonal greetings, even.
The advice is going to differ dramatically based on the lens. If it's a pricing impasse, are you sure you know their budget and fiscal generals? Are they aware that terms can sometimes be made agreeable? It might help to talk terms instead.
I'm also a big fan of asking how the impasse felt to you. If it's just frustrating in general, maybe it needs more teasing apart. But if the people seemed awkward to work with, I'd hold onto that thought for sure. A bad sale can be worse than a missed one.
Good luck to you
- gnicholas 4y ago> If it's a pricing impasse, are you sure you know their budget and fiscal generals? They asked me to put together a pricing proposal prior to sharing ANY data on their budget, revenue, audience size, or anything. I scoured public records and interviews to get the data I could, and then put together a proposal that offered several tracks, to allow them to self-select into the tier that felt best for them. But we often get folks asking for pricing without telling us about usage levels, budget, size, or anything.
- themodelplumber 4y ago> They asked me to put together a pricing proposal prior to sharing ANY data on their budget, revenue, audience size, or anything. To me that's a red flag, as quite often this is somebody with a mandate to collect competitive proposals after an internal decision / vendor choice has already been made. This is extremely common, unfortunately...