The proposal you wrote isn’t the one that gets discussed

In most considered B2B purchases, the person you convinced has to convince someone else, from memory, badly, in about ninety seconds.

By Steve 5 min read
Abstract bridge artwork for The proposal you wrote isn’t the one that gets discussed

A meeting goes well. The contact is engaged, asks sharp questions, agrees the scope, says they’ll take it internally. Three weeks later the deal comes back with a question you answered in writing on page four, a request to “strip it back a bit”, and a comment that someone thought the price looked high relative to an alternative you were never asked about. Nothing went wrong in the room. What went wrong happened after it, in a conversation you weren’t in, conducted by someone whose account of your proposal was…

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