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.

Podcast: Jeanette on Designing and Executing a Balanced Deal

I interviewed with Philip Ideson recently on – Designing and Executing a Balanced Deal. If you haven’t had the opportunity to listen to that interview, you should check it out! We didn’t get to all of Philips’ questions so he invited me back to finish the conversation. In this podcast, we discuss the art of a […]

Negotiating Value in a Price-Only World Part 2

Federal Government Negotiates and Gets Value Today, Rocky Flats is a National Wildlife Refuge. It was established in 2007, and is managed by the U.S. Fish and Wildlife Service. The 5,237-acre refuge was once a nuclear weapon depot, a legacy of the cold war. Prior to 2007, it was a radioactive waste site just 15 […]

Drafting a Gainshare Framework: Use this Checklist

A client and I are drafting a gainshare arrangement for a complex service delivery contract. Neither my client (procurement) nor the service supplier have used a gainshare arrangement in their 26-year relationship. Yet, my client’s current economic outlook demands that the supplier lower its costs by eliminating redundant and unnecessary processes. It is noteworthy that […]

Negotiating Value in a Price-Only World Part 1

Every customer wants value, and every supplier says that they provide value. But, when it comes time to negotiate the contract it’s all PRICE, PRICE and more about PRICE. So, how do you break out of the price only conversation and really negotiate value? Negotiators need a common framework for talking about value. But, most […]

Podcast: Jeanette on The Essentials of Successful Negotiating

Just how do you make a deal, anyway? The ability to negotiate should be part of our nature. After all, deal making is as old as humanity itself. But the rules for a successful negotiation are anything but innate, especially in the age of globalization and technological upheaval. Nevertheless, businesses and individuals alike need to […]