20 Ways Business Leaders Can Recover From A Deal Gone Wrong
Even the most experienced business leaders encounter deals that don’t go as planned. Whether it’s due to miscommunication, shifting priorities or unmet expectations, a promising opportunity can quickly turn into a difficult situation.
In those moments, how a leader responds can have a lasting impact—not just on the deal itself, but on relationships, reputation and future opportunities. Here, 20 Forbes Business Development Council members share their insights on how to handle and recover from a business deal that’s taken a wrong turn.
1. Find The Quick Win That Sparks Change
You need to identify the key factor that will initiate or unlock a change sequence. This quick win is key; you need to return with results to renegotiate the deal with facts, not feelings. Your reputation and your company’s are much more important than this deal happening. - David Mahbub, MACH9
2. Rebuild Trust Through Empathy And Openness
Begin by openly acknowledging the mutual difficulties without assigning blame. Listen actively to the client's concerns, demonstrating genuine empathy for their position. This vulnerability creates psychological safety and rebuilds trust, establishing the foundation for collaborative problem-solving and future business opportunities. - Arun Rasika Karunakaran, Tata Consultancy Services Ltd
3. Identify The Root Cause Of The Problem
Remove noise and focus on the signal (the root cause). Usually, one of the most common causes is an expectations mismatch through miscommunication. By setting this straight, you will be closer to the signal. - Srinivas Vadhri, EXL
4. Believe In Your Ability To Change The Situation
The biggest thing is that the leader should believe they can turn things around. I have seen many leaders not have this from within, but go through the process only to fail. Once your leader has it, the second thing is to bring resources that can help them turn things around. Third, give yourself a timeframe in which they should achieve these results. - Mustansir Paliwala, Zomara Group
5. Encourage Collaboration Among All Stakeholders
It’s easy to feel doubt, confusion or even outright resignation when a deal takes a turn for the worse, but the best path forward is always a collaborative one. Change is a team sport, so we must ensure all voices—be they internal or external—are heard, understood and considered as we assess the situation and navigate towards a mutually beneficial solution. - Susana Cabrera, Parsec Automation
6. Lead The Deal In A Smarter Direction
Most bad business deals aren’t just bad luck—they are structurally off or built on the wrong assumptions. A good leader doesn’t panic; they get curious. What leverage still exists? What can be restructured, rescoped or redirected? Start steering—don't salvage. Often, the fastest way to turn a deal around is to stop trying to force the original plan and start leading toward a smarter one. - Alexander Masters, MBA, BIDA, Siemens
7. Renegotiate With Creative, Mutual Solutions
A bad business deal can be resolved by actively renegotiating the challenges and proposing mutually beneficial adjustments. The focus should be on key issues, offering creative solutions like revised terms or shared risks, and approaching the situation collaboratively to rebuild trust and strengthen the partnership. - Ali Faizan Rizvi, Mint Gateway
8. Reset With Structure And Transparency
Own the miss, then reset with structure. Start with a clear-eyed review of what went wrong, what shifted and what’s still possible. Rebaseline the plan with aligned goals, roles and timelines. Lead with transparency, rebuild trust and turn the chaos into a stronger outcome. - Michael Fritsch, Smarter Operations
9. Strengthen The Deal Through Strategic Alliances
Work on leveraging strategic partnerships. This means finding partners who have complementary strengths and working together to tackle challenges. Finally, you create new opportunities, which transform the deal into a stronger, mutually beneficial situation. - Max Avery, Digital Ascension Group
10. Have The Right Mindset
A bad deal isn’t the end of the world—it’s just a lesson to help you avoid the same mistake next time. I believe that when you fail, the best thing you can do is accept it, learn from it and move forward. A business mindset means being ready to take risks and understanding that failure is part of the process. - Dima Raketa, Reputation House
11. Shift The Strategy To Uncover Hidden Value
Pivot the deal's focus by identifying an overlooked opportunity, like upselling, that aligns better with both parties. Bring a third-party adviser to restructure the deal's framework for a better outcome. - Vivek Vishal, Honeywell
12. Take A Phased Approach
I used to get so overwhelmed by the process that I’d give up (or mess up) right before a big win. What changed everything for me was breaking a deal into smaller phases with clear checkpoints. It adds structure, reduces risk and creates natural places to pivot if needed. When things get tough, a phased approach keeps you moving forward instead of throwing in the towel. - Bryce Welker, The CPA Exam Guy
13. Reengage Stakeholders With Personal Outreach
When a once-engaged customer goes quiet, it’s a sign the urgency has faded or they’re considering a competitor. Multithread into the account and get more face time with key stakeholders. Skip the calls and emails—personalize outreach and keep the conversation warm to understand if you are missing any key information. - Pradeepa Kolli, LHH (The Adecco Group)
14. Reposition And Reopen The Conversation
Reframe the value, loop in executives, revisit pain points and tailor the pitch like it’s day one. A sharp sales leader doesn’t just chase the deal—they reposition, reengage and reopen the door. - Aaron Biggs, Summit
15. Set The Table Properly From The Start
In the initial discussions, acknowledge that things don't always go as planned and discuss steps to take if that occurs. Sometimes the issue is small, sometimes it's large, but having an addressable action list enables you to move past it without blame and address the problem. The key is to recognize what adds value to both parties in the deal and drive toward that solution. - Mark Cerminaro, RAPID FINANCE
16. Reframe The Failure As A Learning Opportunity
Turning a bad deal around starts with identifying what went wrong and why. Assess misalignments, expectations and external factors. Then, focus on what is working—can you pivot the deal into something valuable? Sometimes, repositioning it as a test or pilot project creates flexibility. Every challenge presents a lesson; reframing failures as learning opportunities can unlock unexpected growth. - Anna Jankowska, RTB House
17. Extract Value Beyond Financial Returns
A strategic leader transforms setbacks into opportunities. If a deal is financially weak, extract marketing power—turn it into proof of innovation, exclusivity or solving customer pain points. Position it as a bold move that sets the company apart, sparks industry conversations and enhances brand authority. A deal’s worth isn’t just in its margins—it’s in the momentum it builds. - Praneeth Kudithipudi, Sacumen
18. Think Beyond Traditional Fixes
Introduce creative solutions instead of traditional fixes by proposing innovative strategies to resolve issues in a bad deal. This could include restructuring terms, offering alternative value or forming new partnerships. By thinking beyond the usual ways, leaders can realign interests, build trust and turn setbacks into opportunities for growth, collaboration and long-term recovery. - Salice Thomas, Wipro Limited
19. Renegotiate With Assertive Confidence
Adopt a professionally assertive negotiation style using strong, direct communication. A confident leader reassesses the deal's terms, identifies leverage points and pushes for renegotiation to secure more favorable conditions. Now is the time to emphasize the value of your position and check your network for alternative solutions. Project confidence and act with thoughtful reflection. - Scotty Elliott, AmeriLife
20. Own The Failure And Reset The Vision
It's essential to own failure immediately. Failures are just part of the process, which is vital to demonstrate to the team. In addition, it's essential to be transparent with team members about what happened, reset the vision and drive forward to gain more than was lost. - Wayne Elsey, The Funds2Orgs Group
