Historically, adverse deal and contract outcomes happen through misunderstandings and miscommunication. Misunderstandings that usually begin with a rushed and seller-focused view of your customer’s real issues. Often resulting in inadequate stakeholder engagement. And weak or unfocused proposals and contracts. And puzzling low win rates. Contractual and delivery concerns, legal risks, margin or value leaked or wasted. The consequences can range from the nagging feeling your team left money on the table, all the way to career threats, even legal implications. If any of these situations and symptoms feel uncomfortably familiar – we should talk.