It seems there are innumerable ways individuals and organizations attempt to foster innovation and entrepreneurship. At a macro level, government seeks to create jobs. Academic efforts target the recruitment and retention of top students, offer talented faculty an opportunity to pursue efforts outside traditional education or research efforts, or pursue creative alternate funding mechanisms for […]
Using the Negotiating Matrix as a Tool in Working with Distributors
A tool such as the Negotiating Matrix is useful for any type of negotiation that involves compromise on the part of the negotiating parties to realize a desired outcome. An example of an application outside of M&A negotiations would be working with a distributor. These negotiations often are approached from a perspective of distrust of […]
When Might You Need Experienced, Senior Level Finance Help?
A critical component of any negotiation is a solid financial understanding of the performance of the business before and after the contemplated relationship. While this knowledge is critical, the individual accountable for ensuring the financial health of the company is rarely involved in the actual negotiations. One reason is that negotiating deals is not a […]
Navigating Common Mistakes in a Negotiation
In the complex and dynamic world of mergers and acquisitions, strategic alliances and deal making, too often the parties in a negotiation waste time pursuing concessions the other party can’t give or chasing after deal points of limited value just because the other party is offering them. While there are many mistakes that can be […]
A Winning Go-to-Market Strategy: How to Launch Strong in Today’s Dynamic Marketplace
Executing a strong go-to-market strategy that reduces cost and risk is essential for a company that wants to achieve a successful product launch. Key elements include aligning with customer needs, defining the right market segments and refining value propositions. Consider the president of Company A, a start-up medical device company that is ready to launch […]
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