The two motions

Sales team1 min read

Decide the motion at the end of the first conversation with two questions, word for word:

"Who else needs to be comfortable before you'd roll this out?"

"Does anyone in compliance, risk or IT sign off tools that publish under the firm's name?"

	Direct	Considered
Size	1 to about 10 seats, owner-led, one decision-maker, no compliance, IT or partner sign-off	More than about 10 seats, or any compliance, IT or partner sign-off
Shape	Usually one 30-minute call (first call, discovery, nine-minute demo, price shape), then one short follow-up	The full call sequence below; SPICED plus stakeholder map, champion tests, economic buyer, decision and paper process, and a short shared mutual action plan
Cycle (estimates)	7 to 21 days	30 to 90 days (law firms 3 to 6 months)
May involve	A five-line recap email	Security questionnaire, data processing agreement, partner sign-off, invoice terms (pending D17), possibly a paid scoped pilot (Alex or John only, pending D17)
Risk	The owner gets busy and the moment passes	No decision, a late technical veto, or a "champion" who is really a coach

If a direct deal turns considered mid-way, switch the moment you hear it. Never run the considered machinery on a small owner-led deal.

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