80% of Business to Business purchases involve some sort of contract. This fact startled me, even though I am an attorney. More telling, those contracts have become increasingly sophisticated. Contracts typically contain rebate language, chargeback mechanisms, and...
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. Watch on Youtube.
The 2009 recession continues to have a profound impact on contract negotiations. Many companies are still adjusting to the new rules of negotiation that evolved during the recession. After 2009, customers gained bargaining power simply by having business to offer...
Raise your hand if you can handle one more thing on your plate right now. No one can. It seems like everyone spends their time putting out one fire after another. So along comes some so-called expert to tell you that you need to prepare for your upcoming negotiations....
Have you had one of these conversations lately? You tell the other person, whether it is a co-worker, vendor, or customer, That is not what I said. Then the other person says, Yes it is! These circular conversations are so frustrating and can lead to serious...
