This is a business practice that I refer to as "Putting the Hurdles Out First". When working through a business transaction, rather than wait for obstacles to be brought up in the eleventh hour, draft a list of reasons early on as to why it might not work, what could go wrong or what reservations you or the other party might have:
- Consider the potential deal breakers
- Develop a list
- Dismantle the hurdles by talking through them with the other party
- Start the race to your desired outcome
Think through and confront challenges earlier than later.
If you are in a leadership role, you will need to learn to have conversations around things that may cause you or others discomfort. Not only will it be necessary to have such conversations, learn to initiate them.
Whether you sell a product or service, are leasing a space to start your own business, or are negotiating for your next job, practice clearing the track. It is better that you see hurdles early and disassemble them, than to have them show up later and trip you up on your road to success.