The more I collaborate with the business development team, the more I understand that as a buyer, one needs to be careful about what he agrees on.
Usually, I see things only from our perspective, the company that slightly exaggerates in its promise whenever selling something to a customer. Well, maybe not exaggerating, but making a donut look a lot like a wedding cake.
However, in business development there are always at least two parties that have an interest in the deal. This means you never know whose wedding cake is actually a donut; and that can happen even when you least expect it.
I can’t really talk about what made me write this post but I can talk about numbers out of context.
Imagine you told me that there are virtually 10.000 units to which we can provide our service and after we sign the agreement (an agreement that doesn’t specify that number). Once it’s signed you tell me that I misunderstood it, what you said is that the plan is to get to 10.000 units, but for now there are only 400 units.
While for me that is borderline frustrating and I am not sure I could be on either of the sides for too long, for some is just the way life goes.
Anyway, the key learning point is to always be extremely inquisitive before you go into an agreement and put stuff on paper.
Photo by ulterior epicure