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Q&A Forum

Should a deal with one signature missing be booked?

 

"Would you accept a contract as "booked" if you only have some of the client signatures but a key client signature is missing?"

This question was asked at a recent webinar, now available on-demand:

"Why Companies Need a Bookings Policy, and How to Create One"

Please add your thoughts about it below. Thanks!

Answers

Mike Murphy
Title: Chief Business Officer
Company: goTransverse
(Chief Business Officer, goTransverse) |

No. On the webinar I said probably no depending on who’s signature was missing. Your note of a ‘key’ client’s signature missing would signal that you do not have a deal.

Len Green
Title: Performance Improvement Consultant and E..
Company: Haygarth Consulting LLC
LinkedIn Profile
(Performance Improvement Consultant and ERP Strategist, Haygarth Consulting LLC) |

If the client has signed, but your company's authorized signatory has not yet (for any reason-sick, out of office...), would you accept it as closed and under what circumstances?

This is a great discussion to have with sales colleagues who manage opportunity pipelines in their CRM system-how do you correlate their view of a "closed deal" with the views outlined here? Differences in these views could frustrate the goal of "one version of the truth."

Topic Expert
Christie Jahn
Title: CFO
Company: Prime Investments & Development
(CFO, Prime Investments & Development) |

Did the person who signed have signing authority? Can you hold that person to the contract? If not, then no.

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