From the course: Advanced Business Development: Communication and Negotiation
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Make the handoff
From the course: Advanced Business Development: Communication and Negotiation
Make the handoff
- Woohoo, the deal is signed! Now quick, run away, find another deal. No, just kidding. Horrible idea. If you're responsible for handing off to a customer success or implementation team, that handoff can determine how successful your deal is and ultimately, if the contract sticks and renews. So what makes a successful handoff? Clarity on both the customer side and the implementation side. Let's start with the customer. Depending on your industry, your customer may assume that you'll be working with them throughout the process. So first, let the customer know if there will be a handoff before the handoff actually happens. Don't let your customer be surprised here. Reach out to them about what to expect and use language like, we have an amazing customer success team who will walk you through the implementation process to make sure we don't run into any challenges. Make sure the next steps are crystal clear before you go passing the customer around. Now let's move on to the work you need…
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