Backbone for Big Law As someone who has spent over a decade in law firm business development, I can think of no better industry that should adopt Negotiating with Backbone. While lawyers are fantastic at negotiating on behalf of their clients, they abhor negotiating on their own behalf. The results: discounted fees and declining realization. A decade ago, realization hovered… Read More

The tale of the commodity Christmas tree. Twas the night before Christmas and all through Brooklyn people were buying North Carolina Christmas trees from a Canadian named Francois AND ‘not for Manhattan prices.’ This story starts off with François offering options for his price sensitive buyer.  Providing trees with ‘two different personalities – you have the skinny one and the… Read More