tinyhumansai Deal Review
A stage is a claim about what has been proved, not about how the last call felt. This pass tests the claim.
When to use
- A deal is about to be forecast.
- A close date has moved once. Do not wait for twice.
- A deal has been in one stage longer than the stage usually takes.
Steps
- Name the economic buyer. Not the champion. If nobody can name them, the deal is in discovery whatever the row says — this is the single commonest late-stage stall.
- Check what the champion actually has. Budget, authority to convene, and a problem urgent enough to survive their quarter. A champion with none of the three is a friendly contact.
- Test the close date. What has to happen between now and then, and who does each thing? A date with no sequence behind it is a guess with a calendar entry.
- Write what would kill it honestly. If the answer is "nothing", the deal has not been qualified.
- Check
accounts.how_they_buy. Security review and procurement are what make enterprise deals close in quarters; a date that ignores them is wrong by a quarter. - Advance or downgrade the row. Downgrading is the point of this pass, and
no_decisionis a legitimate forecast outcome.
Output
The deals row updated with the buyer, the tested date, and what would kill it
— or moved back a stage with the reason. A deal that survives this pass is
forecastable; one that does not was not, whatever it looked like yesterday.