The buyer said yes in week two. The contract was signed in week thirteen.

Between the commercial yes and the countersigned contract sits a stage most businesses never measure, nobody owns, and money quietly leaks out of.

By Steve 5 min read
Abstract bridge artwork for The buyer said yes in week two. The contract was signed in week thirteen.

Most sales processes are instrumented up to the moment the buyer says yes. First meeting, qualification, proposal, decision. Then the deal moves to closed-won, the commission accrues, and attention moves on. But the business does not get paid for a yes. It gets paid when a contract is countersigned, a purchase order exists, and delivery can start billing. In a surprising number of firms, those two events are eleven weeks apart, and the interval between them is the least managed part of the entire commercial system. It is worth being…

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