Working Backwards to Close Deals on Time

Working Backwards to the Close Deal

"Most deals don’t fall apart at the finish line—they fall apart weeks earlier when the timeline was never realistic to begin with."

One of the most effective ways to ensure deals close on schedule is to work backwards from the target date. Instead of simply moving forward and hoping timelines align, reverse-engineering the process creates clarity and accountability at every stage.

Start with the desired close date and map each milestone in reverse order. Identify when legal review must begin, when procurement needs to be engaged, when final demos or proofs of concept should be delivered, and when all key decision-makers need to be aligned.

Here’s how to apply it:

• Set the close date first
  Decide exactly when you want the deal signed. This becomes your anchor for all planning.

• Identify key milestones
  Work backwards to determine when each step must be completed: legal review, procurement engagement, final demos, proofs of concept, executive alignment.

• Factor in lead times
  Include realistic durations for each step based on past deals. This prevents bottlenecks from sneaking up late in the process.

• Address potential delays early
  If you know legal reviews take two weeks or procurement needs budget sign-off, get those started sooner.

• Create a shared roadmap
  Give your team and the buyer a clear, time-bound sequence of actions. This keeps everyone aligned and accountable.

• Maintain urgency throughout
  By setting the pace early, you avoid the last-minute rush and keep deals on track without surprises.

By doing this, you uncover the real lead times required for each step. You also reveal hidden bottlenecks before they cause delays. This approach shifts conversations from “We’ll see if we can make it” to “Here’s exactly what needs to happen by when.”

Working backwards turns deadlines into a shared roadmap rather than a vague goal. It creates urgency early, reduces last-minute surprises, and keeps both your team and your buyers on track.

How do you plan your deal timelines?