Enterprise buyers in healthcare, finance, and tech require security reviews and certifications before they'll sign. Plan for these delays in your timeline and cash flow, or they'll derail your deal.
Another potential hurdle, depending on your industry, is data privacy and security reviews. Some sectors require questionnaires, certifications, or security assessments before you can begin work. If you're selling into healthcare, finance, or enterprise tech, expect this step to slow things down as well. Be mentally and operationally prepared for these delays, and build them into your project schedule and your cash flow planning. This is normal in B2B. Expect it so it doesn't derail you or frustrate you.
