Understanding stuck deals alan armstrong 09-2015
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Alan Armstrong [email protected] Founder & CEO (650) 999-0844 Unsticking the Stuck Deal Nail it. Then scale it.
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Transcript of Understanding stuck deals alan armstrong 09-2015
Profile of a stuck deal•Price•Not moving forward•Account stops responding•Waiting for Exchange upgrade
•Strength of champion•Stakeholder buy-in•Financial environment•Visibility of the problem / solution
Context & Politics
•How does product accomplish goals?•What changes would be required?•Does product undermine other interests?Value
BuyerStance
Buyer & Sellers get locked•Price•Not moving forward•Account stops responding•Waiting for Exchange upgrade
•Strength of champion•Stakeholder buy-in•Financial environment•Visibility of the problem / solution
Context & Politics
•How does product accomplish goals?•What changes would be required?•Does product undermine other interests?Value
BuyerStance
Buyer and Seller both feel stuck here
Actual sticking points are below the surface
How to unstick the deal•Price•Not moving forward•Account stops responding•Waiting for Exchange upgrade
•Strength of champion•Stakeholder buy-in•Financial environment•Visibility of the problem / solution
Context & Politics
•How does product accomplish goals?•What changes would be required?•Does product undermine other interests?Value
BuyerStance
Avoid questions about “stance”Do not sellSeek wise outcome for both
Seek to understandcontext, politics, and value
For more informationContact Eigenworks: http://www.eigenworks.com/services/winloss-analysis/
Reach Alan Armstrong: [email protected] (650) 999-0844
