Future close
The future close is a negotiation that will be completed in the future, also called the ‘billing period’ or ‘the bill comes due’. There’s two versions of this technique, but both versions close on a future date.
Stop thinking that ‘not now’ means no. Timing is one of the pillars of negotiation.
Because of a trigger event.
On an agreed date the negotiation takes place, for example you might put a future date on a contract, when signing up for an app have a clause that says you will start getting billed after a date.
Quite relevant now with end of financial year which is two huge trigger events.
End of year budget surplus means money not being spent will reduce the budget for next year. I worked at a company where they hired a limo to drive me around for a few weeks just to burn off excess budget. This is really common when dealing with the government.
New financial year, means new budget spend or freeing up capital.
It can take some maturity to keep your fingers out of the honey jar or to try to rush a negotiation. Just make sure you’re covered and not agreeing to work for free.
