I doubt much is planned. You used the word "managed".
They guessed. They guessed they'd nail a deal or two in a fairly broad window. They didn't. Bad guess. But a disservice to the word "managed".
Now they are guessing a couple deals in the next 10-18 weeks.
Managing involves putting together scenarios of what happens with any potential outcome for any guess or set of guesses and having a plan for each.
They just don't seem to do that.
They sit back, guess, and react to the consequences with whatever they can come up with at the time.
They don't do contingency.
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