Don’t Let the Contract Kill the Deal
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Don’t Let the Contract Kill the Deal
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A deal can survive months of selling, negotiating and relationship-building… only to wander into legal and emerge looking like it’s been through customs twice.
In our latest episode, we talk about contract reviews and one of the biggest mistakes we see: treating the legal stage as a handoff.
It isn’t.
Legal teams are there to identify and manage risk. Commercial teams still need to stay involved so the agreement reflects what was actually promised, what the customer values, and what the business can realistically deliver.
We cover:
• Why “standard terms” aren’t always commercially neutral
• Why a legally acceptable clause can still be operationally painful
• Why sales shouldn’t disappear once the lawyers arrive
• Why reading the contract yourself is still worth the effort
• And why legal should be an adviser, not automatically the gatekeeper
Our basic rule: if the contract makes a good deal impossible to deliver profitably, the paperwork hasn’t protected the deal—it’s changed it.
And yes, we have a few contract-war stories. Apparently we’ve collected more of them than we realised.
#BusinessDevelopment #Negotiation #Contracts #Sales #CommercialStrategy #Legal #B2B