The buyer loves it. The budget has no line for it.

Some deals stall not because the value is unproven, but because nobody inside the buyer can say which pot of money the purchase comes out of.

By Steve 5 min read
Abstract bridge artwork for The buyer loves it. The budget has no line for it.

There is a particular kind of lost deal that looks nothing like a loss. The demo landed. The champion was genuinely enthusiastic, forwarded the deck internally, asked good questions about implementation. Then the thread went quiet, and six weeks later you get a polite note about revisiting next year. No competitor won. No objection was raised on price. The deal simply had nowhere to sit. This is worth separating from the more familiar problem of a buyer having no money. Most organisations have money. What they often don’t have is…

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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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