Most deals of almost any size or complexity die when they lose momentum, and here are some reasons why this is the case:
- Momentum keeps the heat on players to continue to perform
- Momentum exposes and separates the serious from the “tire kickers” – as an aside, the tire kickers are generally the same ones in a deal those who consistently complain about things moving too fast or who obsess over dictating control the pace of the process
- When it is lost, players start thinking and then over-thinking the opportunity to do business together
- Once it is lost, it is extraordinarily difficult to re-capture or re-kindle
- Assuming serious players at the table, the lack of momentum generally signals a deal that doesn’t make sense on its merits
