Deal Architecture Map: See the Decision Structure
The deal looks committed. It stalls at signature.A new requirement appears. A new stakeholder intervenes.The problem is not the negotiation. The problem is that you never saw the deal. Where…
Control Before the RFP
2 posts
Untested Logic: Assumptions Become Exposure
The model looks clean. The numbers support the case. The team agrees.The deal still breaks.The assumption was never tested. That is not an intelligence problem. It is a control failure.…