What should you do if a prospect has to run it by their committee?

• A. Schedule a separate meeting with the committee
• B. Immediately lower the price to secure commitment
• C. Increase the proposal pressure
• D. Do not commit your time and resources due to obstacles.

Answer: (D)

When a prospect says they have to run it by their committee, you’re facing a governance hurdle rather than a final decision. This moment calls for protecting your time and resources rather than overcommitting to further steps that depend on others’ approval. The best move is to pause heavy investment and focus on gathering the exact information you’ll need to move forward once the committee reviews it. Ask for clarity on what the committee will evaluate, who will participate, and the timeline, so you can tailor a concise, high-impact summary or materials they can easily review. Then propose a concrete next step that doesn’t require substantial resource expenditure until you have a clearer commitment—such as reviewing the committee’s feedback together or scheduling a follow-up once a decision date is set. In short, don’t pour resources into the process until you have a clearer path to a yes, preserving momentum while respecting the gatekeeping stage.