You've probably had a deal like the one I'm working on right now-- you think you've done your part and you're prepared to perform but the other side keeps just far enough from an execution of the contract that you want to throw your hands up in frustration and walk away. But the deal is complex, you've invested a LOT of time (not to mention money) getting this far, and you're emotionally vested in a successful outcome! It's way too important (for so many reasons) to walk away now. Can you still succeed in the negotiations and close a positive deal that will work for everybody?
You can, but only if you remain in control of your sanity and you practice patience-- even when patience hurts!
I get asked "how long will this deal take" and "when will we start seeing revenue from that deal?"
My answer-- it'll happen when it happens...not a moment sooner! Rather unsatisfying to say, still more unsatisfying to hear (my boss hates it when I say it), and it doesn't really help anyone plan well. But "it is what it is" and usually it's the closest to a known thing as we're going to get. When will it close? When it does. Not a moment sooner. I resigned myself to the fact long ago that deals have a lifespan, they follow a process, they gestate and then they go into labor. How long is the gestation period?
That part is usually somewhat predictable. They have a conception where discussions are started and everything is exciting and fun. They incubate for awhile as the deal takes shape, grows and develops into something useful. And eventually they approach birth-- that magic moment when you get to see the deal beyond gestation and living and breathing in the real world. But before that happens... there's labor.
How long will a deal labor? No one really knows. My wife labored for 36 hours with our daughter-- about 34 hours of which I had my hand pressed into her back to try and manage her back pain (and pretend not to hear her disdain for the condition I rendered her captive to...). That labor was long but nowhere near as long as with our son. While she labored fewer hours before birthing him, we've both labored an additional 20-something years getting him satisfactorily "developed" (a process by which I am proud to say we have nearly completed and are extremely happy with the outcome). I don't know why she labored 36 hours with the daughter but only 10 with the son and I couldn't have made a decent prediction for either one in advance. It just happens when it happens. Not a moment sooner. Stressing my sanity wondering about the precise time seemed an unproductive emotion. I've learned to do the same with business deals. They happen when they happen. Patience yields sanity. Anything else is an unproductive emotion.
Do your part to make the deal happen. Do it well and do it promptly. Then let others do their part. When they aren't as efficient, or as thorough, or as prompt as you'd like... be patient. They may still be incubating and not ready for "birthing" the deal yet. Be ready to help with the labor. Be patient and fight the urge to stress over the precise timetable. Focus on the merits of the deal-- a strong and healthy deal, not one borne too soon and weakened by the rush. It will happen when it happens and not one moment sooner. And when it does, that will be good enough!
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