The procurement black box

Rather than complain about how Procurement and "one last legal review" can stall deals for weeks (or longer), I'd like to hear suggestions from my peers. I'm in the midst (hopefully the end!) of a deal where the budget has been approved and yet Legal has one "final review" of the redlined MSA. There is no longer competition, and we are even penciling in a kick off date.

I don't know how many ways I can ask for an update from the procurement lead or even my executive champion. Although as each day goes by my leadership can ask me for quite a few updates!!!

What has worked for you?
🧠 Advice
⚖️ Legal
☁️ Software Tech
6
poweredbycaffeine
WR Lieutenant
1
☕️
Do you have a legal contact? Or at least someone copied on an email from that team? I would poke them.
scubasteve
Valued Contributor
0
Key Account Executive
Yes, and I have asked them numerous times. I have even met directly with Legal. Having to give the same update to my team is creating doubt in my own head, and I am sure my leadership is tired of asking me the same question over and over. (Though I try to proactively inform them that nothing happened today and there is a call with my sponsor on Monday).
braintank
Politicker
1
Enterprise Account Executive
One play I have seen work is ordering lunch for legal and setting a meeting where y'all can review final redlines over a virtual meal. But also remember that your deal is unlikely to be the only thing they're working on. Tell your boss to relax.
Justatitle
Big Shot
1
Account Executive
Do you have a procurement lead? I ask because the thing is all these people do all day is deal with sales people trying to push contracts through and they’re trying to get you to lower your price. If you have corporate gifting send them something but also trying to have a phone call or connect with them on a personal level could help.
Sgt_Trollingham
Valued Contributor
1
Business Development Director
Patience, my young padawan. In all seriousness, sometimes things take the time they take. You never want to seem like you are rushing a deal. Operate from a position of confidence, they need you/your product/service/company more than you need this deal. Tell upper management that the deal is 90% there. I would hate for the deal to fall through unexpectedly and for you to lose credibility. Other than that, all the suggestions below about buying them lunch etc. seem like the best way to engage them without being too pushy. 
slaydie
Big Shot
0
Account Executive
I've checked in before to ask for an update to make sure you can get your team aligned and ready for them. But I wouldn't helicopter too much, one check in and then let them come to you.
GDO
Politicker
0
BDM
Try to have a conversation with their procurement/legal yourself. You can also bring a legal person yourself. 
2

Stuck in procurement purgatory

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"Pushy" is the new black?

Question
27
Acting pushy is the best sales practice for me
19% True
81% False
91 people voted
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