As you head into the Deal Review meeting with your colleagues, management, executives, here are a few quick reminders in order to be prepared for the meeting.

• Proposal – in PPT format for example, what we showed or showing to the customer
• Ratecard – have it available
• Resource Plan – show in Excel
• P&L Analysis – have it done
• Know as much about a deal checklist as possible – 5 Rights, Make It Right (MIR) – Deal Lifecycle
• Re-read SOW, MSA – Before heading into the meeting
• “Term Sheet” – Summary of Terms in a Table Format, Negotiation Points (e.g. COLA, Limitation of Liability, Discounts, Volumes, Termination Clause, etc.) See Example here.
• Strategy, Approach – Prepare tactics, strategy, starting point, next step in Pricing, Discounts, Negotiations in general
• File Share – Consolidate (and keep updated) all of the materials in Dropbox (or OneDrive) in the “Output” folder