The Bigger the Deal

first_imgThe bigger the opportunity, the more difficult it will be to win. The nature of big deals is that there are more competitors competing to create value and differentiate themselves. There are also more relationships to manage. These factors (and many others) make them more difficult to win.Larger deals generally take longer than smaller deals, unless there is a super compelling reason to change. Large opportunities are more rare because the companies with partners in place pay a price to change. It costs them time, energy, and political capital. But if there is a serious issue, they can change faster because they have more at stake.It is more difficult to competitively displace an incumbent supplier than you might believe, even when they aren’t doing nearly as well as they should be. In addition to the difficulty changing suppliers, it’s difficult to fire your friends. When you’ve worked with people for a long time, you want to give the benefit of the doubt. If your relationships are great, you want to keep them. This fact is underestimated.Your sales process is more important on larger deals. You can get away with some mistakes on smaller deals. You might even be able to skip whole stages of your sales process without paying the price. But the larger the opportunity, the more closely it is going to need to follow your sales process. Skipping stages will cause you to lose the opportunity, even if you make it to a presentation.Large deals that move for price are usually driven to demand price concessions by factors other than the value being created by the supplier. There are some companies that expect their partners to give them a price concession every year, even though that supplier’s costs go up every year. It’s not an easily sustained model. But many companies switch to a supplier with a lower price because it is easier than fixing what is really wrong with their business.Big opportunities almost always require more people’s approval, increasing the need to build consensus. Bigger deals almost always touch more people. No one wants to step over people and impose a decision on them that will result in their rebelling against that decision, digging in their heels, and blowing up the deal. It’s easier to get everybody on board before the decision is made. This is one reason so many opportunities lose to the most dangerous competitor you will ever have, the status quo.Larger deals almost always come with greater risk. They generally require more assurances that the incoming partner can and will be able to execute. Big spending likely means the purchase is more strategic, even when it is a commodity. Because there is more risk, the client is likely to want more assurances, and they will likely have more and greater concerns.Some of the biggest opportunities will require that you put more skin in the game, that you invest, or that you put something at risk. You may have to invest money to build the right program. You might need to invest in people or building capabilities. Or you might have to provide guarantees.The bigger the deals, the more difficult they are to win.last_img read more

IPL 2011: Deccan Chargers vs Royal Challengers Bangalore- DC win by 33 runs

first_imgHyderabad beat Bangalore by 33 runs in their IPL match at the Rajiv Gandhi International stadium in Hyderabad on Thursday. Score | PhotosSri Lankan danger man Tillakaratne Dilshan could not contribute much to the Bangalore innings as he failed to perform against superb bowling attack by Hyderabad. Dilshan scored only 7 off 8 balls when he was caught out by Sangakkara on Ishant Sharma’s delivery.Soon after Dilshan headed to pavillion Dale Steyn bowled out promoted Zaheer Khan on a swinging full toss which hit the middle wicket. Zak got out on a duck. Mayank Agarwal, who was looking confident, played a lose shot on a shot pitch delivery by Manpreet Gony and was caught out by Amit Mishra. Gony also ended AB de Villiers’ innings on a duck.Playing under pressure, Saurabh Tiwary in order to score quick runs fell victim to Amit Mishra’s delivery, which turned to get the top edge and Sangakkara made no mistake.Cheteshwar Pujara and Johan van der Wath fell to Steyn when he dismissed both in the 17th over of the match and he was also the pick of the bowlers for DC with figures of 4-0-24-3.For Bangalore Virat Kohli scored a brilliant 71 off just 51 balls before falling to Gony.Ryan Ninan was the last man out for Bangalore, who just scored 3 runs before he was dismissed by Daniel Christian.Hyderabad inningsEarlier, Hyderabad scored 175/5 in 20 overs against Bangalore in their IPL match at the Rajiv Gandhi International stadium in Hyderabad on Thursday. advertisementBangalore captain Daniel Vettori won the toss and chose to bowl against Hyderabad. A fine decision considering that Bangalore lost one quick wicket early in the innings.Zaheer Khan send Shikhar Dhawan back to give Bangalore their early breakthrough. Dhawan mis-timed his shot giving an easy catch to RCB captain Daniel Vettori.Just as Dhawan walked back to the pavilion, Kumar Sangakkara took the crease to support Sunny and began to steady the innings.Sunny Sohal fell prey to Ryan Ninan’s delivery. Misplacing the shot he was caught by Saurabh Tiway at the long on for 38 runs.Johan van der Wath got rid of DC’s skipper Kumar Sangakkara when he was looking to consolidate and help his team pose a big total on the scoreboard.With his ballistic performance, right-hand batsman Bharat Chipli completed his 50 off 29 balls. Chipli and JP Duminy shared 50 runs partnership for the 4th wicket. Duminy who was playing well against the RCB bowling attack was taken out by Zaheer Khan.Hyderabad star batsman Bharat Chipli, who scored 64 off 35 balls, was not-out as DC puts a mammoth target for the Bangalore.Dale Steyn was awarded the Man-of-the-Match award for his brilliant figures of 4-0-24-3.last_img read more