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Artifacts · Friday · seven blocks

Internal Deal Review

An Internal Deal Review is written for the room you report into: every dimension on one line, the case for the deal, the way it actually dies, what has moved since the last review, and the asks that would change the outcome. The questions you are going to get are in there too, answered before anybody asks them.

When you reach for it

Friday, in the review, with the questions you are about to get already answered.

What's in it

Every block this artifact writes, in the order it writes them. One of them is set out in full below, on a real deal — the rest are named and nothing else, because a block filled in to look good on a marketing page is the one thing this product refuses to do.

  1. Size, stage and close date

  2. Every dimension, one line each

    Metrics

    At quantified

    Economic Buyer

    Not on the ladder

    Decision Criteria

    At named

    Decision Process

    At owned

    Paper Process

    Not on the ladder

    Identify Pain

    Top rung

    Competition

    At named

    Champion

    At candidate

    Compelling Event

    Top rung

    Required Capabilities

    At named

  3. The case for the deal

  4. How this deal dies

  5. What's moved on the deal

  6. The asks that would move this

  7. The questions you'll get, with answers

The filled block is Halden Freight, the deal the home page works, read off 3 calls and 1 email thread and nothing else. The other blocks are named here and left empty on purpose.

This is what comes out. What goes in is the call you already had.

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