Multi-Threading a $750K Deal After Our Champion Left

The Challenge

We were in the final stages of a $750K deal with a healthcare network when our champion — the VP of Information Security — announced her departure for another organization. She had been our primary contact, internal advocate, and the person driving the evaluation timeline. Her replacement would not start for six weeks, creating a dangerous vacuum.

The Approach

Fortunately, I had been multi-threading the account from the beginning. In addition to our champion, I had built relationships with the CIO, the Director of IT Operations, two department heads who had participated in the pilot, and the procurement manager. When our champion left, I activated these relationships immediately.

I reached out to the CIO to confirm the project was still a strategic priority. He confirmed it was and appointed the Director of IT Operations as the interim project lead. I then provided the Director with a complete briefing on where the evaluation stood, what the champion had already approved, and what steps remained. I essentially transferred all the institutional knowledge that would have walked out the door with our champion.

The Result

The deal closed on its original timeline at $750K. The new interim project lead later told me that our proactive transition plan was the reason the project did not get shelved during the leadership change. Additionally, our former champion reached out from her new company and began an evaluation there — turning one champion loss into a second pipeline opportunity.

Key Takeaway

Single-threaded deals are fragile deals. If your entire opportunity depends on one person, you are one resignation letter away from losing it. Multi-threading is not optional for enterprise sales — it is insurance that pays off precisely when you need it most.