Longer customer approval timelines and delays in new sales activities as projects grow larger
First written in FY2024-Q2. 3 of 9 entries say "Materialised", first in FY2026-H1. Latest entry: 2026-08-07.
The whole theme swung hardest in 2023: 5 of 8 companies on the "Worse" side.
1 other company's latest entry also says "Advanced".
- FY2026-H1MaterialisedAnnual report
「Although the total value of proposals, representing the sales pipeline, remained at a record-high level, larger engagements tended to lengthen customers’ decision-making processes and implementation preparation periods. As a result, including the effect of some engagements being deferred and spread into the second half and beyond rather than starting as initially expected, net sales for the interim consolidated accounting period were ¥285 million, down 18.7% year on year.」
The longer decision-making and implementation preparation periods at customers as engagements grew larger did in fact occur, appearing in the deferral of the start of some engagements and the decline in revenue from one-to-one services. - FY2024-Q2First statedAnnual report
「In the Executive Coaching Division, approaches to decision-makers through executive coaching increased, and engagements became larger. At the same time, as engagements grew in size, many required longer approval processes at client companies, and new sales activities took longer than initially expected. As a result, the achievement rate was 63%.」
The company explained that longer approval processes at customer companies as large engagements increased led to delays in new sales activities and a 63% first-half sales achievement rate for the Executive Coaching Division.