SD-301f · Module 3

Deal Recovery Protocols

3 min read

A stalled deal is not lost. It is neglected. The recovery protocol is a structured intervention: diagnose the stall, re-engage the champion, address the blocker, and re-establish momentum. Diagnosis first: is the stall caused by a missing champion, a competing priority, a budget freeze, a technical objection, or simple inertia? Each cause has a different intervention. A missing champion requires identifying a new one. A competing priority requires patience and a re-engagement trigger. A budget freeze requires a creative financing discussion. A technical objection requires bringing in the right expert. Inertia requires creating urgency.

Do This

Diagnose the stall cause before choosing the recovery intervention
Re-engage through the champion first — they have the context and the relationship
Set a recovery deadline: if the deal has not reactivated within two weeks, move it to closed-lost

Avoid This

Apply the same recovery approach to every stalled deal regardless of cause
Go around the champion to reach the economic buyer — this damages the relationship
Keep a stalled deal in the pipeline indefinitely because "they said they are still interested"