Caution with Big Team Rewards for Winning a Deal

David Cummings on Startups

Last week I was talking to an entrepreneur who shared with me that they have a big goal they’re striving to hit by the end of the year, and if they achieve it, they’ll have an amazing company-wide reward. It reminded me of my failed experiment trying a similar thing. Back in 2006 we had this name-brand prospect that was going through a big RFP process. On the RFP it listed several required features that we didn’t have but were on our roadmap. You know where this is heading — I worked hard to rally the team to crank out these features and told the entire company that everyone would go on a cool cruise if we won this deal.

After two months of furious work, and incremental clarification questions for the RFP, we were told that we didn’t make it to the final round of vendor selection. Ouch, not even…

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