Chapter 5

Do I report the hopeful number, or the real one?

Báo sếp con số đẹp hay con số thật?

The chapter's question

Which number do I use to tell my boss about this deal?

Big idea

One big deal forecast wrongly ruins the whole team's plan, not just yours.

In this chapter

  1. Part 5.1

    Stating Confidence

    On what evidence do I call this deal certain?

  2. Part 5.2

    The Real Signature Date

    Does the date I report come from the customer's process or from my hope?

  3. Part 5.3

    Bad News Early

    When I see it will slip, how far ahead do I say so?

  4. Part 5.4

    After It Closes

    What do I take from this into the next large deal?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of Big Deals, Long Timelines is free to read right here.

Read in Conan School

Chapters of Big Deals, Long Timelines

  1. 1.Is the most promising big deal the most real?
  2. 2.Can patience alone manage a six-month deal?
  3. 3.Long deals die quietly, so who notices first?
  4. 4.Is one big deal worth sacrificing next quarter?
  5. 5.Do I report the hopeful number, or the real one?