On a sales call recently, the prospect had just spent three months trying to close a deal that fell apart when their offer was outbid by a very small percentage.
The prospects Bank financing expires in 45 days and borrowed money will be more expensive or non existent by the time the company closes a deal with another candidate. Altogether, this was probably six to nine months of searching & wasted effort.
This prospect did not have a plan B ready to go.
The cost of lost opportunity on financing alone is going to be many times what they could have spent to have good back up candidates.
If their financing evaporates (and it might in this market), the cost of lost opportunity becomes astronomical.
A small investment in this case would have gone a long way to guard against a major lost opportunity.