Paper Process
What is the Paper Process?
The Paper Process is the phase between 'Verbal Yes' and 'Signed Contract'.
Involved Stakeholders
Legal (contract review), Procurement (purchasing), Security (for SaaS), Finance (budget approval).
Best Practices
Ask about internal processes early, use standard contracts, know your red lines.
Conclusion
Underestimating the Paper Process is one of the most common deal-killers.
The Paper Process encompasses all steps from verbal commitment to final contract signature – often underestimated, but crucial for closing.