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Are You Negotiating Value?

Traditionally, buying companies seek to limit their risk exposure by diversifying their vendor pool. But if all vendors in an industry face the same challenge to keep costs in check, for example rising wages, it is time to do something differently. The answers lay in...
When Should You Negotiate And When Should You Sell?

When Should You Negotiate And When Should You Sell?

The Fine Line Between Selling and Negotiating A client asked me, when should you sell and when should you negotiate? My answer: They go hand in glove. Sometimes you are selling someone on a product, then you might switch to negotiating when the price and terms are...