Category: Strategy

The quarterly review starts the way it always does. The number is hit, missed, or comes in close. The room moves to commentary, pipeline coverage, and what the next quarter looks like. One person at the table is doing the math in their head. They know what hitting the number costs the company in places…

It is wrong because nobody agreed on what the numbers mean. I have sat in hundreds of pipeline reviews. The pattern is almost always the same. The quarter is tight. One or two large deals are carrying the number. Everyone in the room knows the close dates are optimistic, but nobody says it out loud.…