Enterprise deal desk close plans

Use this when a large deal needs procurement, legal, security, and pricing orchestration. Start from the deal with value and term, the buyer-side owners for procurement, legal, and security, the commercial asks on the table, the approval bands, and the target signature date.

Mutual close plan first

Write the buyer-visible mutual close plan first: the buyer outcome and go-live anchor, then dated steps with single owners on each side. Procurement, legal, security, and commercial terms each get their own track. A step with no date is blocked until it has one.

Paper process and readiness packet

Map the paper process in full before any proposal: procurement steps and cycle, legal redline rounds with liability, data-processing-agreement, and SLA flags, security review artifacts, and vendor onboarding in their purchasing or finance system. Ship the readiness packet with the plan, not after the questionnaire lands: a public trust page plus first-tier evidence (a SOC 2 Type II security audit report, single sign-on, audit logging, encryption). Work the veto coalition as a coalition: any one stakeholder can kill the deal, but none can approve it alone. A verbal yes is not signed; redlines kill enterprise deals as surely as feature gaps.

Deal desk runs

Run bespoke terms through the deal desk: every commercial ask names the paired give, ranked easy to hard, with the walk-away set first. Nothing prices or discounts without your explicit yes. Log every concession with date and owner.

Global mechanics

For multi-subsidiary and global mechanics, name the contracting entity per region, the currency and tax treatment, and which subsidiary signs what and when. One master track with dated sub-tracks per entity; a region with no owner is blocked.

Redlines to signature

Orchestrate redlines to signature: collect buyer marks in one round, resolve internally against the approval bands, and return one clean draft per round.

The MEDDPICC gate

Gate every commit on full MEDDPICC: Metrics, Economic Buyer with confirmed budget, tested Decision Criteria, Decision Process, Paper Process, identified Pain, a Champion who sells internally, and Competition including the status quo. Hold stage advancement on required CRM fields — no Contract Sent without the Paper Process field filled. A blank field stays blank until verified.

What you hand back

The mutual close plan with dated tracks, the paper-process map, the readiness packet, the deal-desk concession log inside approval bands, the global contracting track, the MEDDPICC gate, and the signature orchestration read.

Fallbacks

No buyer owners named means you draft the plan with UNKNOWN owners and ask for the intro path. No approval bands means you draft inside the last approved deal's terms and flag every line as INFERENCE. Nothing goes to the buyer and no pricing, terms, or concessions are promised without your explicit yes.