What to do after a verbal yes that still has not been signed

The buyer says, “We are going ahead.” The seller updates the forecast and waits for paperwork. Then days become weeks while the contract, purchase order or payment never arrives.

A verbal yes matters. It confirms that at least one person supports the decision. But organisations execute commitments through multiple events, and any one of them may still be incomplete.

Define what the buyer has agreed to

Was the yes agreement on the problem, preferred supplier, scope, price, timing—or authority to purchase?

Clarify without diminishing the moment:

That is excellent. To translate the decision into a start, can we confirm which approvals are now complete and what remains before the agreement is executable?

This turns celebration into a shared close plan.

Trace the remaining path to execution

Common gaps include:

• final budget approval;
• procurement or vendor onboarding;
• legal and security review;
• an authorised signatory;
• a purchase order;
• payment documentation or terms;
• implementation capacity;
• one stakeholder who was never consulted.

Put an internal owner, completion condition and realistic date beside each one. “Legal is reviewing” is a status. “The buyer's counsel will return redlines by Thursday” is a planned event.

Watch for a conditional yes

Some verbal commitments contain hidden conditions: subject to budget, satisfactory terms, successful reference checks or executive confirmation. Surface these directly.

If the remaining condition is substantial, the opportunity is not effectively closed. Forecast it according to the work left, not the warmth of the statement.

Help without taking over

Provide requested documents quickly, anticipate common requirements and keep the plan visible. But the buyer must own internal approvals. A seller cannot chase the buyer's Legal team into prioritising an agreement the sponsor is not actively driving.

If activity stops, return to sponsorship:

We agreed to proceed, but the purchase-order path has no owner or date. Is the original decision still active, and who inside can now move that requirement?

Treat the verbal yes as meaningful progress. Just do not ask it to carry more certainty than the organisation has earned.