Chapter 3

Is leaving contract terms until last really safe?

Để điều khoản tới cuối bàn có thật là an toàn?

The chapter's question

Which of my contract clauses do customers strike out most often?

Big idea

A clause left until the end to discuss is the clause that pushes the deal into next quarter.

In this chapter

  1. Part 3.1

    The Three Sticking Points

    Which clause is most often amended in my contracts?

  2. Part 3.2

    What You May Concede

    What may I agree to without asking?

  3. Part 3.3

    Flagging Early

    Do I raise the difficult terms early?

  4. Part 3.4

    When Lawyers Take Over

    What is my role once the two legal teams are talking?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of From Yes to Signature is free to read right here.

Read in Conan School

Chapters of From Yes to Signature

  1. 1.They said yes, so why no signature?
  2. 2.Is procurement a blocker, or another buyer to win?
  3. 3.Is leaving contract terms until last really safe?
  4. 4.Why do nearly signed deals die?
  5. 5.Does my job end at the signature?