A deal’s success isn’t just about closing—it’s about ensuring customer aims are met and risks are managed. Without team alignment, deals can unravel due to conflicting priorities and missed expectations.
In this fourth episode of the Smooth & Simpler Deals Sales Toolkit Mini-Series, we explore how Aims and Risks (from the STAR framework) help create a shared understanding across teams. Misalignment—whether between sales, operations, or legal—can lead to project failures, as seen in the Popcorn Factory case, where unclear aims and risks derailed a deal.
To prevent this, salespeople should document risks and mitigation plans early, ensure cross-team clarity on customer goals, and hold quick pre-signature reviews. By getting internal teams aligned before finalising contracts, deals become smoother, more successful, and truly customer-focused.
Key Takeaways from Sarah Fox:
- Aims and Risks (STAR) ensure all teams understand goals and mitigate potential issues.
- Misalignment risks (e.g., different departments having conflicting priorities).
- Real-world example: a popcorn factory project derailed by unclear aims and risks.
About Sarah Fox:
Sarah Fox is a recovering lawyer transforming the way people do business.
After decades dealing with huge projects in the construction and engineering sectors, she realised that complex, paper-based and one-sided contracts were costing time, money, deals and relationships. And after all that, they were usually just shoved in a drawer!
There was a better way. Sarah advocates for simpler, digital, trust-based contracts starting with just 500 words and inspires leaders and their teams across sectors to streamline deals and enhance customer relations with contracts that represent their values, embed trust, and keep everyone protected.
For more information about her services, visit 500words or connect with her on LinkedIn or Bluesky.
