Agreeable, and the place large-company deals go to sit. Contract review is the slowest step in the buy, so the show treats the paper as something to start on day one rather than at the close.
“If you have a master service agreement that you need to get filled out, give that to your clients legal team way ahead of the time that you want to close.”
Source: Shortening the Sales Cycle, episode 42 of the Oil & Gas Sales & Marketing Podcast.
“find out who's being assigned because your buyer will assign a legal person or an attorney to your actual deal and get them talking to your lawyer, your legal person upfront.”
Source: How to Accelerate Deal Closure in Oil and Gas, episode 98 of the Oil & Gas Sales & Marketing Podcast.
“I've closed some very small deals with companies and negotiated MSA, and it's come back later to help me, because when they wanted to buy from me later, they had no hoops to jump through internally”
Source: Mastering Sales Negotiation: Insights from Saad A Saad, episode 70 of the Oil & Gas Sales & Marketing Podcast.
“all you need is an SOW that references that MSA, and anybody in that big company can buy from you without having to engage legal or anybody else”
Source: Mastering Sales Negotiation: Insights from Saad A Saad, episode 70 of the Oil & Gas Sales & Marketing Podcast.
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The next step
If the way energy buyers actually buy is costing you deals, talk it through with ModalPoint, the go-to-market firm Matthew Bertram runs. A 30-minute discovery call: no scope, no commitment, and a mutual NDA before anything substantive. You get a reply within one business day, and the first call is with someone who works in the sector.