Adding Value – Deal Management Momentum
Deals have their own momentum, which can often be helpful to a seller, but if they are allowed to come to a halt, they can be difficult, if not impossible, to re-start.
Being aware of the ‘temperature’ of a deal is important and to a certain degree, an art! Knowing when to allow the right interjection or allow a pause is essential. This judgement is of course strengthened by deal experience, but the aim is to ensure momentum is always maintained.
Knowing when to release new information is also key. A judicious piece of good news can sometimes keep a deal on track. Similarly knowing when to introduce bad news is equally important.
Your advisor should be well versed in this and will know when to inject the right amount of energy and information to get the deal across the line.