Both Sides of the Table

FEBRUARY 26, 2012

I recently wrote a post about negotiating with suppliers called “ The End of the Mexican Road.” In the post I made clear that I believe that all negotiations should seek to find fair deals where both parties can feel good about the outcomes. But what about when you’re negotiating with buyers and not suppliers?

Development Team Review 293

Development Team Review Software Review Demand Software 293

Startup Professionals Musings

JUNE 10, 2023

They have a special ability to cut through the confusion, dodge any head-on collisions, and negotiate compromises leading to required actions and resolution. The key is to be open and listen to recommendations from those who have to be moved, and find a way to create win-win situations, rather than win-lose.

Caching 311

Caching Analytics Entrepreneur Hiring 311

Startup Professionals Musings

FEBRUARY 15, 2021

Thus they often overlook the fact that their biggest growth opportunity may be a win-win collaboration with a serious competitor, known in the business as coopetition. This example illustrates only the first of six potential growth wins provided by creative coopetition between startups, as well as larger companies.

Partner 434

Partner Non-disclosure Agreement Intellectual Property Non-Compete 434

Both Sides of the Table

JUNE 22, 2015

Before weighing in on the subject I would point out one thing that should be obvious to many of you – the iPhone was originally launched in 2007 in an exclusive partnership with AT&T and this was vital to both Apple and AT&T and was a hard negotiation throughout 2005 and 2006. THAT is the power of exclusivity.

PR 150

PR Early Stage Software Naming 150

The Startup Magazine

FEBRUARY 5, 2021

If you are about to sell a property, it should be your priority to know about the negotiation loopholes that may come in your way. If you are in full control of the situation and handle the negotiation with patience, the seller will never dominate you, and subsequently, you will get the best price. Filter the Best Offer.

Technical Review 82

Technical Review Reputation Sales Community 82

Startup Professionals Musings

AUGUST 26, 2019

Business success is all about having a winning idea. In fact, finding the right partners requires building the right relationships, more than negotiating a contract. Starting a new business is fraught with challenges, and none of us has the bandwidth to kill them all. Partner with experts who share the risk.

Bandwidth 246

Bandwidth Software Review Salary Angel Investor 246

YoungUpstarts

JUNE 27, 2017

Not every entrepreneur or business owner is comfortable negotiating. Many dread the adversarial nature of negotiation. Even so, it’s difficult (and perhaps impossible) to operate a small business or startup and not negotiate agreements with employees, vendors, customers, and others. Know your objective.

Partner 171

Partner Employee Non-Compete IP 171

Startup Professionals Musings

MAY 20, 2022

Obviously, having both a great solution, as well as great persuasive powers, is a winning combination. Unfortunately, logic alone often will not close the negotiation, but in business it is always a key element. Perennial tardiness will be perceived as impolite, a waste of other people’s time, and you won’t win at negotiation.

Angel Investor 291

Angel Investor Social Media Audience Entrepreneur 291

Startup Professionals Musings

SEPTEMBER 10, 2014

It’s even better to let the attorney do the negotiating, since many innocent-sounding protective and governance provisions can have long-term negative consequences to you. Struggling entrepreneurs are often so happy to get a funding offer that they neglect the recommended reverse due diligence on the investors. It’s no fun for either side.

Technical Review 257

Technical Review Due Diligence Term Sheet Offshore 257

Startup Professionals Musings

NOVEMBER 27, 2020

In these difficult days of the pandemic, the visibility of leadership in business, as well as politics, seems to be at an all-time low. Here is my list of the most critical skills that I look for in entrepreneurs who are likely to lead their businesses, and themselves, to success: Focus on change and learning as a key to leadership.

Leadership 360

Leadership Equity Government Community 360

The Startup Magazine

FEBRUARY 23, 2021

The key to success is to establish bonds, which results in a win-win situation for both parties. Furthermore, they need to negotiate with suppliers, crew, and competitors. Owning a business is a dream for many people, and several people work hard to turn their dreams into a reality. Leadership. Time-Management.

Analytics 135

Analytics Technical Review Leadership Operations 135

Startup Professionals Musings

OCTOBER 30, 2022

This can be an advantage to startups who don’t have the resources and brand awareness of mature businesses, if they understand and position themselves to win in the decisive moments of the new customer buying process. Bloom’s classic book, “ The New Experts: Win Today's Newly Empowered Customers.” Win the make-or-break moment.

Customer 365

Customer Social Media Acquisition Internet 365

Startup Professionals Musings

APRIL 28, 2023

All of these offer the potential for a win-win relationship with a nominal competitor, rather than a win-lose deal, as long as both sides can remain humble and not try to dominate the relationship. With this agreement in place, there are a host of ways that both sides can win: Share common technology.

Non-Compete 262

Non-Compete Intellectual Property Merger Acquisition 262

Both Sides of the Table

APRIL 3, 2014

Features don’t win or lose sales – especially in nascent markets. Nor do they exist in the investors of early-stage companies. The result is a lack of knowledge of the process and of sales people themselves. My first startup was no different. He taught me much – most of it unconventional. Here are mine.

Sales 382

Sales Startup Technical Review Matching 382

Startup Professionals Musings

SEPTEMBER 6, 2020

To do this, you call upon your storytelling, negotiating, and change-management skills, all the while demonstrating your unswerving accountability. Negotiating and creating win-win deals. When dealing with customers or partners, only win-win deals make sense. You can’t build a business or sell alone.

Entrepreneur 336

Entrepreneur Leadership Matching Sales 336

Startup Professionals Musings

APRIL 12, 2021

When the cash crunch hits, or other alternatives change, it’s too late to start looking, and you won’t have any leverage or credibility to negotiate the terms you want. Negotiate bartering deals versus cash contracts. Everyone wins with this approach. The advisor will give you real credibility.

Dilution 404

Dilution Incubator Bootstrapping Government 404

Startup Professionals Musings

OCTOBER 21, 2019

Exhibit market awareness and a drive to win. They know your competitors, understand your industry, and have the same desire to win in the name of the customer. Conventional business wisdom tells us that entrepreneurs are today’s main source of innovation. These included the PC, mobile phone, the internet, and MRI imaging.

Employee 133

Employee Java Architecture Technical Review 133

Startup Professionals Musings

JUNE 10, 2016

If necessary, you may have to negotiate limited time frames and limited territory arrangements. The goal must always be a win-win relationship, rather than a contentious win-lose one. For example, if a new partner wants to offer new terms or prices, disclose and negotiate with existing partners before it becomes a crisis.

Channel 120

Channel Distribution Partner Acquisition 120

Startup Professionals Musings

SEPTEMBER 14, 2020

They have a special ability to cut through the confusion, dodge any head-on collisions, and negotiate compromises leading to required actions and resolution. The key is to be open and listen to recommendations from those who have to be moved, and find a way to create win-win situations, rather than win-lose.

Caching 308

Caching Analytics Hiring Partner 308

Steve Blank

OCTOBER 15, 2020

He was also responsible for leading the production, negotiation, and passage of the 2016-19 National Defense Authorization Acts. We just held our fifth session of our new national security class Technology, Innovation and Modern War. Today’s topic was T he Challenges of Defending America in the Future of High-Tech Warfare.

Technical Review 361

Technical Review Artificial Inteligence Technology United States 361

Both Sides of the Table

MAY 9, 2018

I also had to negotiate a follow-on round at a portfolio company because new investors were trying to force a bit option-pool top-up that would dilute the founders and existing shareholders and existing investors were fighting over prorata rights. What do I do now? But it’s only Tuesday. Some were interesting, some weren’t.

Software Review 381

Software Review Churn Rate Due Diligence New York 381

Startup Professionals Musings

AUGUST 30, 2023

In business, these cover the gamut from vision, creativity, innovation, to sales, financial management, and negotiation. Celebrate even small wins to keep yourself motivated. Rather than let all these drive you insane, I always try to recommend some practical strategies to make you stronger and more focused in your outlook.

Global 260

Global Government Restful Customer 260

Board Effect

JULY 10, 2023

A not-for-profit organization exists for the good of the community, and a not-for-profit healthcare organization helps to cover gaps in health services rather than generate a profit. Not-for-profit healthcare organizations are accountable to their donors, community members, and other stakeholders for abiding by their stated missions.

Government 98

Government Technical Review Community Technology 98

Startup Professionals Musings

MARCH 25, 2019

A key skill that many of you don’t appreciate is the ability to effectively manage the negotiations that come with every business. With that context, I was pleased to see a new book, “ Entrepreneurial Negotiation ,” by Samuel Dinnar and Lawrence Susskind, consultants and negotiation experts from Harvard and MIT.

Entrepreneur 241

Entrepreneur Cofounder Lean Equity 241

Startup Professionals Musings

MARCH 27, 2016

It’s even better to let the attorney do the negotiating, since many innocent-sounding protective and governance provisions can have long-term negative consequences to you. Struggling entrepreneurs are often so happy to get a funding offer that they neglect the recommended reverse due diligence on the investors. It’s no fun for either side.

Technical Review 120

Technical Review Due Diligence Term Sheet Offshore 120

The Startup Magazine

SEPTEMBER 8, 2017

Winning or reaching the finals of such a contest offers a lot of opportunities and exciting new challenges for the contestants. A winning team of Vernadsky Challenge 2015 invented a cutting-edge bandage material for military purposes. Ukraine is a country rich in talents in the technology industry. Avision Robotics. Technovator XE.

Las Vegas 71

Las Vegas Ukraine Technical Review UAE 71

Women Entrepreneurs Can

FEBRUARY 21, 2024

They’re the price of admission to the business world, and staying on top of them is non-negotiable. When you run a business, whether it is a small startup out of your home or a large national company with lots of locations, it is really important that you stay on the right side of the law.

Intellectual Property 40

Intellectual Property Green IP Operations 40

Startup Professionals Musings

AUGUST 1, 2020

All of these offer the potential for a win-win relationship with a nominal competitor, rather than a win-lose deal, as long as both sides can remain humble and not try to dominate the relationship. With this agreement in place, there are a host of ways that both sides can win: Share common technology.

Non-Compete 317

Non-Compete Intellectual Property Merger Acquisition 317

ReadWriteStart

JANUARY 20, 2022

Instead, they prefer to negotiate their way to a bargain. However, you’ll always think about in-person options whenever you consider negotiations. ” Again, stores like Buyr pave the path for this new kind of eCommerce negotiation. Negotiation Works: It is the Oldest Trick in the Trade for a Reason.

eCommerce 162

eCommerce Business Model Naming Matching 162

David Teten

APRIL 1, 2021

This typically includes: Relationships with relevant service providers in your vertical, often with pre-negotiated discounts: coaches, lawyers, accountants, common software vendors, consultants. For negotiation with providers, consider Buyer.co. The popularity of the model can be judged by the fact that the U.S. AskAnything.VC

Private Equity 78

Private Equity Venture Capital Portfolio Equity 78

Startup Professionals Musings

OCTOBER 11, 2019

Making sure the best idea wins, not the most powerful person, promotes a sense of teamwork and leadership trust from deep within an organization. Strive for win-win negotiation outcomes. Most conversations have an element of built-in, if subtle, negotiation. Define metrics to measure what you want to achieve.

Metrics 245

Metrics Matching Employee Leadership 245

ReadWriteStart

FEBRUARY 21, 2021

Launching a new startup is always exciting. The upward potential in front of you is practically limitless. When you have the right idea at the right time, a startup that begins life as two people in a garage can eventually become a multi-billion-dollar enterprise. Early in your startup’s development, you’ll likely be low on capital.

Startup 106

Startup Software Review Open Source Technical Review 106

Austin Startup

JUNE 24, 2021

As our users (tenants, tenant reps, listing agents, and landlords) began using AIQ to search, communicate, negotiate, and sign leases, word-of-mouth spread quickly. Yet even the most technically savvy brokers still run their businesses through a combination of PDFs, Excel spreadsheets, text messages, and email.

Technical Review 48

Technical Review Texas United States Canada 48

Startup Professionals Musings

MARCH 15, 2023

As an advisor to entrepreneurs and active angel investor, I often get questions about the realism of the Shark Tank TV series, compared to professional investor negotiations. The simple answer is that with all the staging of TV lights and billionaire investors, it’s nothing like Silicon Valley. Investors invest in people, more than ideas.

Entrepreneur 279

Entrepreneur Due Diligence Angel Investor Silicon Valley 279

Startup Professionals Musings

FEBRUARY 3, 2020

This can be an advantage to startups who don’t have the resources and brand awareness of mature businesses, if they understand and position themselves to win in the decisive moments of the new customer buying process. Bloom’s classic book, “ The New Experts: Win Today's Newly Empowered Customers.” Win the make-or-break moment.

Customer 310

Customer Startup Social Media Acquisition 310

ReadWriteStart

JANUARY 20, 2022

Instead, they prefer to negotiate their way to a bargain. However, you’ll always think about in-person options whenever you consider negotiations. ” Again, stores like Buyr pave the path for this new kind of eCommerce negotiation. Negotiation Works: It is the Oldest Trick in the Trade for a Reason.

eCommerce 127

eCommerce Business Model Naming Matching 127

Startup Professionals Musings

OCTOBER 20, 2018

To do this, you call upon your storytelling, negotiating, and change-management skills, all the while demonstrating your unswerving accountability. Negotiating and creating win-win deals. When dealing with customers or partners, only win-win deals make sense. You can’t build a business or sell alone.

Startup 246

Startup Leadership Matching Sales 246