Where the lines are.
WHAT IS NOT ACCEPTABLE
Claiming capabilities you lack Inventing references or customers Manufactured scarcity or deadlines Concealing material limitations Pressure on vulnerable buyers Terms designed to be missed
WHY EACH FAILS COMMERCIALLY
They are discovered, and the cost exceeds any deal.
WHAT TO DISCLOSE
Anything material to their decision.
WHAT MATERIAL MEANS
Something that would change their answer.
WHAT EXAMPLES LOOK LIKE
A feature that does not exist yet A limitation affecting their use A dependency they must provide Terms that renew automatically
WHY AUTOMATIC RENEWAL SPECIFICALLY
It is a frequent source of complaints and regulatory attention.
WHAT TO DO
State it clearly, and remind before it happens.
WHAT TO AVOID
Terms buried where nobody reads Cancellation made deliberately difficult
WHY
It produces complaints, chargebacks and reputational damage.
WHAT HONESTY PRODUCES
Customers who stay Referrals A reputation that sells for you
WHAT TO DO WHEN A DEAL REQUIRES DISHONESTY TO WIN
Do not win it.
WHAT TO ESTABLISH AS A TEAM
What is acceptable, explicitly.
WHY EXPLICITLY
Pressure produces shortcuts unless the line is clear.
WHAT TO DO ABOUT INCENTIVES
Ensure they do not reward what you would not defend.
