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Judgment & ambiguity · When to act

You're preparing a CIM and management hands you a five-year plan with a hockey-stick that you find hard to defend, but pushing back risks the relationship and slowing the launch. Do you run their numbers, negotiate them down, or hold the process? When?

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My name and the client's credibility both ride on that CIM, so an indefensible plan isn't advocacy, it's a liability that buyers will discount hard and use against us in negotiation.…

The full answer: structure, worked example, likely follow-up.

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