You never make a deal alone

All stakeholders agreed. My team was perfect. And yet, the deal went to the competitor.

Back in time: Peru. I'm happily backpacking. Carefree.

Because that mega deal? It's in. All stakeholders agree. My team agrees, everything's perfectly arranged.

Or not?

Back at the office, my program manager is waiting for me. He's never stressed. Now whiter than a tablecloth.

He comes to sit at my table. It's about a lot of money.

"Frits, I have to tell you something."

My heart sinks into my shoes.

"A letter was sent above us. It didn't go down well with the customer."

Turns out: the top boss. The one person I hadn't involved.

He had interfered. And single-handedly amended a global contract on one point: from "commitment" to "best effort." We're going to do our best.

Well, that was not exactly what I had agreed with this global bank.

The result? My client contacts had to dig up the competitors' files to finally award them the deal.

My whole backpack vibe was gone instantly.

I could have blamed everyone. But the tragedy of sales is:

The last finger always points to yourself.

Should I have involved that top boss? Yes.

Should I have better anticipated what could happen during my absence? Absolutely.

In sales, the deal is only closed when all decision makers are on board.

Even that one person you think you can skip.