What two decades of complex contracts taught me about price, leverage, value—and why selling your own expertise can be harder than selling almost anything else.
“A salesperson can celebrate the signed agreement. An operator eventually discovers whether the agreement was any good.”
And this one, on the crucial relationship-building part of negotiation:
“When you negotiate with the same customers and suppliers for years, you stop believing every transaction should be maximized independently. Some of the most valuable customer relationships we built at R.G. Brewton became many times larger than where they began. That happens only when both sides keep wanting to return to the table.”
Thanks, John. This is such brilliant advice, especially around the idea of redesigning the deal rather than renegotiating it or lowering the price point. Substack is very lucky to have your expertise here, offered always with such kindness and humility.
I’m going through this now as I start selling more of my own experience rather than a company’s product. Apparently I can defend a business’s price quite happily and then become very accommodating when the product is me.
In the middle of 2027 negotiations myself.
Two great quotes:
“A salesperson can celebrate the signed agreement. An operator eventually discovers whether the agreement was any good.”
And this one, on the crucial relationship-building part of negotiation:
“When you negotiate with the same customers and suppliers for years, you stop believing every transaction should be maximized independently. Some of the most valuable customer relationships we built at R.G. Brewton became many times larger than where they began. That happens only when both sides keep wanting to return to the table.”
Truly great insights.
Education + experience, both crucial
Thanks, John. This is such brilliant advice, especially around the idea of redesigning the deal rather than renegotiating it or lowering the price point. Substack is very lucky to have your expertise here, offered always with such kindness and humility.
I’m going through this now as I start selling more of my own experience rather than a company’s product. Apparently I can defend a business’s price quite happily and then become very accommodating when the product is me.