Momentum & Deal-Making

momentumMost deals of almost any size or complexity die when they lose momentum, and here are some reasons why this is the case:

  1. Momentum keeps the heat on players to continue to perform
  2. 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
  3. When it is lost, players start thinking and then over-thinking the opportunity to do business together
  4. Once it is lost, it is extraordinarily difficult to re-capture or re-kindle
  5. Assuming serious players at the table, the lack of momentum generally signals a deal that doesn’t make sense on its merits
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