How do you handle clients who keep delaying final deal sign-offs at the last minute?
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Every time we get close to closing a contract, the biggest bottleneck is actually the final approval process. We align on pricing, the client seems excited, and then suddenly their internal team disappears for weeks over contract language or minor reviews. It feels like 80% of the effort goes into sending follow-up emails and chasing updates instead of actually starting the work. How does your team keep deal momentum going so you don't get stuck in legal limbo?
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I’ve found it helps to agree on clear next steps before ending the call. Instead of just saying “I’ll follow up,” I ask who needs to approve it and when. That way, it’s easier to see where things are stuck without constantly chasing people.