Failing Deal Recovery Paths
Recovery: The Deal That Has Slipped Three Quarters
Same deal, same Champion, same 'next quarter for sure' — three quarters running. The honest answer is usually that it's already lost.
The situation
$420K deal. Originally forecast for Q1. Slipped to Q2, then Q3, now in your Q4 commit. Champion still engaged, still says 'this is the quarter.' But your CRO just put it on the deal review and asked you to defend it.
Key stakeholders
- Long-Time ChampionchampionDirector of ITGenuinely supportive. Lacks political capital to force the decision.
- CFO (EB)neutralHas never engaged directly
- Your CROneutralAsking the hard question
Step 1
Decision pointYour 's question is simple: 'What changed since Q3 that makes Q4 different?' You don't have a real answer.
What do you do first?