Nibbling

A client once told me: “The deal was great, until they asked for free upgrades right at the end. We agreed, just to close quickly. But a year later, those ‘small’ extras cost us millions.”

That’s nibbling. It’s not about the size of the ask, it’s about the timing. When fatigue is highest and momentum is strongest, people concede. The solution? Anticipate it. Prepare counters. Or politely say no.

If you’d like your teams to close strong and stop losing value to nibbles, please get in touch!