June 25th, 2009
The most amazing (bad!) thing happened to me a couple of weeks ago. I negotiated a great alliance on behalf of my client (a vendor) with one of their customers. It is a very collaborative discussion and we talked about all the ways my client would share marketing efforts and win referral fees from the joint marketing efforts with the customer. Then, . . . . I got the contract from the customer’s lawyer!
Read the rest of Sabotage! Say one thing~ Do another >>
February 17th, 2009
The Sunday, February 15, 2009 Washington Post ran a fascinating article about truth telling and trust. Researches at MIT’s Media Lab found that body language, vocal pattern and pitch are so critical to human trust that the researchers could predict the success of a sales pitch by reading body language alone. They didn’t even have to hear the content of the pitch.
Read the rest of Body Language Predicts Success or Failure of Sales Pitch >>
May 2nd, 2008
Cash today is better than the promise of more cash tomorrow. This was my motto as a bankruptcy litigator in Chicago, Illinois representing corporate debtors. I would get outstanding deals for my clients with that one line. In an economic downturn everyone wants the real deal – cash today. Tomorrow is a long way off and you might not get there.
Read the rest of Cash Flow Tight? Consider Re-Negotiating Some Contracts >>
