Video

Our YouTube channel focuses on contract negotiation issues. These video clips provide information on topics related to negotiating complex, commercial relationships.

Driving Innovation Rocky Flats Example Outcome Contracting

Have you ever wondered how to get real innovation from your customer/supplier relationship? I explain in this video how the Department of Energy and the Kaiser-Hill joint venture used outcome and incentive-based contracting principles to drive innovation. Innovations that turned a nuclear materials production site into a wildlife refuge while saving the US taxpayers billions […]

Is Contract Drafting a Creative Writing Assignment? NO!

Contract language is boring. The contract professional’s goals are to develop an agreement that reflects the intention of the relationship and a document that is clear, precise and exact. This video offers advice on 4 points that will help contract professionals meet those two goals. Watch NOW…

10 Common (an costly) Negotiation Mistakes

When negotiators get mediocre results their boss blames the economy, the weather, or the other company, when the real problem is that no one took the negotiation process seriously enough to systematically prepare for it. In my experience, there are ten common mistakes business people routinely make when they enter a contract negotiation. This video offers […]

Is a fixed fee a black box?

During my mentoring, I was co-negotiation a 15 year contract. The stakeholder leadership wanted a early termination agreement in the agreement with a fixed fee. They wanted a buy-out in the agreement for early termination. Watch the video and tell me what you think.   Watch NOW…

Are you worried about closing a commercially significant deal?

Are you worried about closing a commercially significant deal? Then my coaching and mentoring programs might be the right fit to support your organization. If closing that deal and getting greater value is important to your organization, watch this video.

Can you get the stakeholders to say yes to your deal?

It takes four or more people to say yes to any deal. Can you get all of them to say yes? If you have any doubts at all, watch this brief video to learn the 3 steps to getting all the stakeholders to say yes.

Is there a structural problem in our contract?

Is there a problem in your customer/supplier relationship? It could be the contract. In this video, I discuss my process for assessing the structural integrity of your customer/supplier agreement.

Is this a contract issue or a people issue?

Have you been handed a contract to fix only to realize that it is a people problem?