34 Things You Need to Make a Deal

1. The discipline to make your calls.
2. A sense of optimism.
3. Determination.
4. A commitment for a first meeting.
5. A compelling reason your dream client should change.
6. Value.
7. A status quo that is losing its hold.
8. Confidence.
9. A competitive spirit.
10. Receptive and engaged stakeholders.
11. Stakeholders with influence.
12. Someone with authority and a pen.
13. The ability to invest in a solution.
14. Meetings.
15. Proof that you have business acumen.
16. Proof that you have situational knowledge.
17. Follow up skills.
18. Even more meetings.
19. Resourcefulness and creativity.
20. A solution that will produce results.
21. A compelling story about change.
22. Proof.
23. A justification for your price.
24. The ability to execute.
25. A willingness to lead change.
26. An excellent sense of humor.
27. A team to support you.
28. A willingness to be held accountable.
29. The trust of the stakeholders making a decision.
30. A non-disclosure agreement.
31. A statement of work.
32. A contract.
33. Language that results in someone with authority attaching their signature to said contract.
34. The ability to negotiate.