The contract renews in March. The budget was set in November.

By the time most renewal conversations begin, the buyer has already decided. The decision was made in a meeting nobody thought to attend.

By Steve 5 min read
Abstract bridge artwork for The contract renews in March. The budget was set in November.

A renewal date is a legal artefact. It is the day a contract lapses unless something happens. It tells you almost nothing about when the customer decided whether to keep buying from you, and in organisations of any size those two dates are rarely close together. The decision date is a budgeting artefact. In a business that plans annually, the moment that matters is when a manager submits next year’s numbers and someone above them approves the total. Everything after that is administration. If your line is in the submitted…

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Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

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