Who is pointing out your blind spots?

“I don’t understand. The deal was moving forward. My team’s reports said we were on track. I had lunch with their CEO last month, and everything felt solid.” Andy was talking about a client who had just walked away from a major deal his team had been reporting as “progressing well” for months. He believed the relationship was strong based on all the status meetings, as well as a lunch he’d hosted where the client had been cordial and talked about the future. As Andy’s executive coach, I he...