Not that you asked, but I have some things to say.

"A contract is, simply put, the rules to a fight."  - John M. Anderson, Esq. (I feel I've earned the esquire part...below you'll see why) Now, let's start by saying that contracts are an essential tool in the business world. They create within them an accountability for both parties. The world needs them. Now...let's discuss Legal Departments....I enter this discussion with reticence....trepidation...years of pent-up frustrations that I must temper with prudence. I'm not real sure who reads this blog of mine, you may have earned your Esq. title a bit more traditionally, and I may need your approval on things soon. I've seen legal groups work together in a manner that was rather intimidating. I've sat on conference calls where two representatives, one from my company and one from my client, have spoken in a beautiful weaving of mutual beneficence. It was like two parents coming together to make sure that occasionally unruly siblings had guidel...

Publicly traded companies put out quarterly reports. They list earnings....revenue. Collective deals closed by salespeople (typically). Take a look at a company you've invested in. When was their first quarter report issued?  I am asked at the first of the month what I will close for said month. Every Monday, we have a sales meeting (very typical amongst sales teams) and we are held accountable for what we have forecasted. As the date gets closer to 'end of month' we are held even more accountable. The last week of the month, any forecasted deal is either 'written in blood' or we take it 'off the board'.  So...if you are reading this...and you are a decision maker, influencer, detail gatherer, or in any way involved in a sales process.....please listen. Do not avoid delivering bad news. Ever. Keep us in the loop, explain to us where things stand.....dare I even say it....forecast. We have to, why shouldn't you? And the higher up the chain ...