Publications

DAY-TO-DAY COUNSEL TO VENTURE-BACKED AND PUBLICLY TRADED TECHNOLOGY COMPANIES

A Contract Call Worth Making

Last month, I offered some suggestions for getting your contracts signed more quickly. One of those — “Educate Before You Negotiate” — highlighted the value of helping those on the other side of the negotiation understand what you do and how you do it. To… Read more

Get Your Contracts Signed More Quickly

I enjoy the contract development and negotiation process. I’ve been doing it for nearly 30 years, and it rarely gets old. I’m guessing you may not feel the same way. For most businesspeople, contracts are not fun; they are simply the final step that needs to… Read more

Carrots or Sticks… Which One Is Your Sales Team Using?

There are any number of reasons to be glad that 2020 is finally over. I won’t list them individually (you’re welcome), but I think I speak for a large part of America, if not humanity, when I say that I am happy to have turned… Read more

Contract Negotiations — Why Your Sales Team Needs to Participate

As you might expect, our family’s Thanksgiving celebration this year was not “normal.” Festive and fun — but definitely not normal. Typically, we have several relatives visiting — some on the day itself, others over the long weekend. Most years, by the time Sunday rolls… Read more