After clients sign a contract, they shift from cautious evaluation to internal commitment. This raises their expectations, sharpens their attention, and kills their patience. Most consultants miss this change and lose deals early.
Most consultants miss it. They don't fully understand buyer psychology after the deal is signed, and that leads to early dissatisfaction, in a few cases, termination of the engagement. Definitely not where I want you to be. Here's what's happening on the client side. Before signing, the client is evaluating you. They're cautious. After signing, psychologically, they shift. They're committed internally. Expectations go up, attention goes up, and patience drops.
