The decision was yes. The purchase was a separate process.

Deals that stall after the win aren't stalling in your pipeline: they're stalling in a stage you never modelled, and the bill arrives as margin, not conversion.

By Steve 5 min read
Abstract bridge artwork for The decision was yes. The purchase was a separate process.

A familiar pattern: the buyer says yes in week five. Everyone internally treats it as done. The forecast holds it for the month. Then week nine arrives, the contract is with someone in legal you have never met, procurement has asked for a security questionnaire and a revised payment schedule, and the finance director wants to know whether this sits in this year’s budget or next. Nothing has gone wrong. The deal is not lost. It has simply entered a process that your pipeline has no stage for. Most sales…

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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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