The Big Deal: Sorting Fact from Fiction in the Sales Pipeline

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</html><description>When hearing about a &#x201C;Big Deal&#x201D;, managers must confront the challenge of what to do about it &#x2013; ignore it, or prepare. Preparation may comprise some or all of capacity planning, inventory commitment, equipment capacity increases, cash planning and workforce planning. Failure to anticipate these factors can result in an inability to deliver to the customer what they want, on time, should the deal actually break. On the other hand, a knee-jerk financial commitment based on the potential of the deal, can leave the firm with a lot of unusable inventory should the deal fail to materialize. So, how does a manager judge the reality of the &#x201C;Big Deal&#x201D;?</description><thumbnail_url>http://theqmpgroup.com/wp-content/uploads/home/Contemplative-Businessman-300x199.gif</thumbnail_url></oembed>