One of the strange phenomenons I’ve seen, and have a hard time explaining, is that big wins often come in clumps. Big wins like closing new customers, securing new hires, and signing new partners. Things go quiet for a few weeks and then boom, five new customers sign on the exact same day. It’s the most dumbfounding thing.
Here are a few thoughts as to why wins come in clumps:
- Calendar timing and the associated sense of urgency spurs people to action (e.g. end of the month, end of the quarter, end of the fiscal year, etc.)
- Momentum comes in a variety of forms and can really help push things through (e.g. a new product release, pricing changes, messaging tweaks, etc.)
- People’s tone, mood, and morale really come through subconsciously and affect the negotiation (It sounds fuzzy but intangibles are more important than many people realize)
No matter how much effort and strategy is put into it, I still find that wins come in clumps. It’s a normal part of the startup world and the process of growing a company.
What else? What are some other thoughts as to why wins come in clumps?