I am the CEO of a user research, experience and design consulting and software development company. A substantial portion of our work is with Fortune 100 and 500 companies where we co-develop software that creates unique user experiences for pre-installment on OEM products. We are often at the mercy of our larger partner in completing the co-development of the software; and, because we are much smaller than our OEM partners, we lack the ability to negotiate with them as an economic peer. Stated differently, we have little bargaining leverage on each end of our transactional spectrum, and we can suffer if one of our partners fails to perform or becomes adversarial.

Don came to us on the strong recommendation of a well regarded business leader in our community. He first helped us negotiate a deal with our OEM, which strategically created advantages in our simultaneous negotiations with our software co-developer. I was amazed at how much he was able to help us turn a non-starter deal into a closed deal on very favorable terms and at how well we were able to simultaneously create a true collaborative partnership with our OEM—one that has set the stage for further expanded deals between us. Don then turned to our software co-developer, and while the process is not yet complete, I am equally amazed at how thorough, complex, subtle and nuanced the deal negotiation strategy has been, and at how persistent and patient Don is in his strategy. I know that we have the greatest chance of ultimate success through this strategy and efforts.

Don continues to add high value thought leadership in deal negotiation strategy and deal set-up. With us, he has particularly addressed negotiating strategies with large companies where there are multiple groups with differing agendas and interests. His ability to comprehend and map these differing interests within these large organizations, to properly sequence their approach, and to build the necessary coalitions within these organizations is something I have never seen before at this level. And his ability to do this while fostering a collaborative partnership with our larger partners is priceless. I would also mention that his ability continuously to frame issues and positions in a manner most beneficial to reaching a good deal for all parties has real impact on negotiations; and Don has a particularly unique long term perspective on the negotiation strategy that enables him to come up with creative solutions to otherwise intractable problems.

Finally, let me add that Don is an exceptionally clear communicator and offers his many years of expert experience when coaching on business matters and preparing him and our team for tough negotiation situations. I consider Don essential to my business with his mastery of negotiations, business and deal strategy, and well-honed coaching skills, and I look forward to working with him for years to come. I recommend his services without reservation.

– Damon Sullivan, CEO, Concrete, LLC