Build the Close Plan After Verbal Yes
Choose the right sequence after a verbal yes so approval risk becomes visible.
The buyer says, 'We are in.' What is your first move? Build the approval MAP around the September go-live. Strong. You convert verbal approval into buyer-owned work and protect the launch date. Send the order form and wait for the signature. Weak. You may be fast, but you have not exposed security, legal, or procurement risk. Ask for a discount deadline to preserve urgency. Weak. You introduce seller pressure before validating the buyer's process. The VP gives verbal approval. What do you do first? The VP says procurement handles the process. What do you ask? Now you try: a different…
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