I work in IT services and this deal is an ongoing, ever changing beast.
Every time I meet with the buyer, his needs/wants and opinions change. I have had 2 deals be forecasted and blow up in my face by this org.
Started the relationship in February and signed the first deal for 3 months; at the time we have pitched ongoing support as well as resources to continue allowing the company to hit its timetables; he declined.
After 5 months of playing cat and mouse the buyer finally realized the offer I presented was the best bang for buck and checked every box. Got the WO back right before May ended to round out the rest of the year with these guys.