In This Chapter
Concluding the deal
Handing over to delivery
Reviewing how everything went
After you’ve worked so hard qualifying a lead and pitching to a prospect (as I describe in Chapter 14), getting the call that a customer has selected your company is the high point of the relationship so far. Everyone likes to be wanted and this customer wants you. Well done! You’re about to increase your revenue and contribute to your company’s growth.
You’re now in the final stages of closing this deal and getting ready to start the work. Typically 95 per cent or more of verbal acceptances close, but you still face a short journey before you get ink onto paper, a journey I lead you through in this chapter.
After the contract is signed, you then have to negotiate a delicate transition between the sales and delivery departments to set the project on the path to success and take onboard any lessons along the way. Therefore, I also help you answer questions such as: ‘How can sales help the delivery team be successful with the customer?’ and ‘What steps are necessary to make sure that you learn everything you can from the sale cycle, win or lose?’ ...