A friend emerged from a bakery carrying a small packet of mixed sandwiches – you know, the sort they give… Read More →

About 15 years ago I was involved in a strategic negotiation between a supplier and their customer, where the contracted… Read More →

There are many circumstances in business where two seemingly independent entities are in practice mutually inter-dependant. Inter-dependence may arise in… Read More →

Having worked on thousands of deals, I’ve often seen that the most difficult issues are left till last, and it’s normally… Read More →

People can be amazingly generous with their effort. I ran into a client boarding a short flight from Brisbane to… Read More →

Would you get a goldfish to design a submarine? Such a ridiculous question and yet, research undertaken by Microsoft indicates… Read More →