Sales Contract Negotiations

I’ve had 4 legal battles since starting my business. Could I have avoided them? Probably. But I didn’t have the funds for a proper lawyer. I didn’t have the founder network to ask the right questions. I was figuring it out as I went - like most of us do. So, let me help you not learn the hard way. Here are 5 clauses I now include in every contract to protect my work, my business, and my sanity: 1. Non-cancellable, non-refundable agreements If you’ve qualified your clients properly, this shouldn’t be a problem. But if someone signs, onboards, and then disappears? We still get paid. And so should you. 2. Immediate or short payment terms We don’t do 30- to 90-day terms. You wouldn’t work for 3 months without pay - so why should your business? Cash flow isn’t just admin. It’s survival. 3. Enforceable payment protection Your contract should include: Interest on late invoices A “stop work” clause if payment isn’t made A clause that guarantees you still get paid even if the client delays the project Your time is not free. Put it in writing. 4. Intellectual Property stays yours Anything we bring to the table = ours. Anything we create for you = yours. Clear. Simple. No grey area. We once had a client record a training session… and try to resell it behind a paywall. Now our contract includes a £10,000 fine per breach. And in that case, per breach = per view. 5. Don’t work with d*ckheads. Not a legal clause - more like legal wisdom... 😂 🚩 If they’re pushing for discounts before asking about outcomes 🚩 If they want to start work before signing or paying 🚩 If they delay, ghost, or act shady in the first 10 days… Walk away. Trust me. Yes, contracts are important. But court is expensive, stressful, and slow. The best legal advice I can give you; - Protect your business. - Trust your gut. - And don’t work with d*ckheads. Learning from someone else’s mistakes is a hell of a lot cheaper than learning from your own. You’re welcome 💜 😉 P.S - Want to finally get the confidence to start building your personal brand online? This is your sign. I’m hosting a FREE Zoom masterclass SEPT 10th. Join here: https://lnkd.in/gMwytmS3 and I'll show you exactly how to build your personal brand (and the life you want!).

I'm wrapping up another quarter negotiating SaaS deals, and for one deal, I was debating what term length to pursue. (Contract term length has become one of our most critical strategic decisions in procurement.) 🔹 The Current Landscape 🔹 The market has shifted dramatically. SaaS contract lengths plummeted in 2023 and have only slightly rebounded in 2024 (still averaging under 15 months). Meanwhile, price uplifts have soared to unprecedented levels. 3-15% is now standard, with some vendors pushing shocking increases (just heard from a fellow procurement leader facing a 200% increase on a multi-million dollar spend... ouch). 🔹 The Pendulum Swing 🔹 I'm seeing two distinct approaches emerge: Some companies have instituted strict policies capping contracts at 12 months (too many got burned in 2022 with oversized multi-year commitments). Others still pursue 3+ year terms to maximize discounts and shield themselves from those aggressive annual uplifts. 🔹 My Portfolio Breakdown 🔹 Looking at deals I've personally negotiated over the past few months: 1-year terms: 56% 2-year terms: 31% 3-year terms: 7% < 1-year terms: 6% > 3-year terms: 0% Surprisingly, 2-year deals weren't higher. For me, they often hit a sweet spot: enough leverage for better pricing, reasonable commitment timeframe, and price protection for 24 months without being locked in forever. 🔹 My Decision Framework 🔹 While every situation demands nuance, here's my general approach: 1-Year Terms When: 🔸 New vendor (even thorough due diligence has blind spots) 🔸Highly competitive market (optionality is a beautiful thing) 🔸Rapidly evolving space (avoid lock-in with outdated tech) 🔸Low switching costs (maybe we go in another direction). 🔸Current vendor with performance issues or pricing concerns (goal here is to start shopping alternatives) 2-Year Terms When: 🔸Stable, predictable growth projections for seats/usage 🔸Balanced need for pricing leverage vs. flexibility 🔸Vendor relationship is solid but not critical infrastructure 3-Year Terms When: 🔸Core enterprise systems (sticky, difficult to replace) 🔸Vendors with consistent, aggressive YoY increases that are hard to push back on (although sometimes we pivot to a 1 year deal to switch to someone else). 🔸 We've validated long-term fit and negotiated favorable terms (partnership). I know everyone loves a three year term but if it's pushed to hard (by either procurement or sales), it can hurt trust. The dataset isn't massive but interesting not the less. Anything surprise you here?

My Relationship-Building Guide (Networking – if we must call it that) After 20+ years in finance, tech, healthcare, and games, I’ve never cold applied to a job. Not once. I'm giving you all my secrets for nothing because I want you to succeed. Every role I’ve ever had came from relationship building. Not from privilege. Not from inherited connections - I had none from my family. Well before any follower count or regular content creation (didn't do that at all until 4-5 years ago). Just consistent effort to connect with people I genuinely respected. This isn’t a cheat code. It’s not fast. It’s not always comfortable. But it is learnable. Important context: I deeply respect concerns around equal access, neurodiversity, comfort zones, and systemic bias. I’m naturally shy too. This isn’t dismissive – it’s practical for the world we’re in. Here are 30 relationship-building principles that shaped my career: 1. Start with alumni networks (school, bootcamps, online courses). Low barrier, real common ground. 2. Be visible online and in person. Familiarity builds trust. 3. Ask: “Is there anyone else I should talk to?” It multiplies your network. 4. Don’t lead with desperation. Lead with curiosity + steadiness. 5. Job talk starts at conversation 3 (minimum). Build trust first. 6. Only build relationships you actually want. No pretending. 7. Always have 5 mentees. Helping keeps you grounded and useful. 8. Always have 5 mentors. Growth never stops. 9. Maintain 10 meaningful conversations. Not 200 weak ties. 10. Say yes to events, then figure it out. 11. Find access (scholarships, discounts, partners). Ask. Research. 12. The “I’m in town” BD trick works. Confirm meeting, then book travel. 13. Celebrate others authentically. Show real appreciation with specifics. 14. Relationships often resurface years later. Be kind always. 15. Think in one-year arcs. Plant seeds. 16. Ask for conversations, not favors. 17. Some of the best convos are about nonsense. Be a person. 18. Never ask what you can Google. Respect time. 19. Map orgs like a business developer. Do homework. 20. Avoid tunnel vision. Great relationships come from unexpected places. 21. Curate your circle. Let go of what drains you. 22. Your performance is your best networking. Reputation travels. 23. Treat people like you're their friend, not their fan. 24. Leave people wanting more. Warm + concise wins. 25. Track outreach (I keep a simple CRM). Helps you be intentional. 26. Keep notes on key people (kids, pets, interests) because you care. 27. Think before you speak. Two minutes changes everything. 28. Be a 5x giver. Lead with generosity. 29. Be authentic and quirky. Realness is memorable. 30. Put good into the world. Giving creates trust that compounds. Here is the long-form of this guide in article form, if you want to learn more: https://lnkd.in/emKD4c93

Building stronger workplace relationships is easier than you think. Here's what actually works (after 10+ years in team management): 1️⃣ Start with genuine curiosity - Ask about their projects - Listen more than you speak - Remember personal details they share 2️⃣ Create connection points - Schedule regular coffee chats - Join or start team activities - Offer help before they ask 3️⃣ Practice professional empathy - Acknowledge their challenges - Celebrate their wins (big and small) - Be reliable with commitment 4️⃣ Foster open communication - Share knowledge freely - Give credit where it's due - Address issues directly, but kindly 5️⃣ Respect boundaries - Keep work conversations professional - Don't force social interactions - Honor their time and space The key? Consistency in these actions. These aren't just "nice to have" practices. They're essential for creating a workplace where everyone thrives. Remember: Strong workplace relationships aren't built overnight. But small, daily actions make a huge difference. Try these today. Your future self (and team) will thank you. 📌 Share if you know someone who could use these tips P.S. Which of these will you try first? Drop a comment below. #employees #workplace #team

Meaningful partnerships are important to me. Lately, a significant portion of my work has involved connecting professionals in the healthcare innovation sector. My trip to Dallas last week started with organic introductions I made in 2024. Some may view making business introductions as a simple and quick process. The process takes time, and time has a cost. In healthcare, innovation doesn’t thrive in isolation; it takes the right connections to move ideas forward. But real impact happens when we prioritize relational partnerships over transactional exchanges. It’s about building trust, fostering mutual respect, and creating opportunities that solve real problems. Here are my thoughts on how to make meaningful introductions: ✅ Lead with Value, Not Ego. Don’t focus on what’s in it for you. Prioritize how both sides benefit from the introduction. Relationships built on genuine value last longer and go further. ✅ Know the Gaps Before You Fill Them. Understand the pain points of both parties. High-impact connections happen when you address a critical need or opportunity. ✅ Vet Ruthlessly, Introduce Thoughtfully. Not every connection is worth making. Be selective and introduce only when there’s a clear alignment of values, goals, and capabilities. Protect the integrity of your network. ✅ Do Your Homework. Before making an introduction, ensure you have a thorough understanding of both parties to effectively explain why the connection is significant. ✅ Frame the Introduction with Context. Set the stage. Provide both parties with sufficient background information to understand the relevance and potential of the relationship. Clarity upfront fosters respect and avoids wasted time. ✅ Stay in the Loop (But Don’t Hover). Follow up to see if the introduction was valuable, but don’t micromanage the outcome. Relationships that thrive are built on trust, not control. ✅ Be a Problem Solver, Not Just a Connector. Your role doesn’t end with the introduction. Be available to offer insights or guidance if needed as the relationship develops. ✅ Protect Your Network’s Trust. Introduce only when it makes sense. One mismatched connection can erode trust and weaken your credibility. Guard your network’s reputation as carefully as your own. ✅ Build for the Long Game. Relational partnerships aren’t built overnight. Consistently show up, add value, and nurture trust over time. Sustainable impact comes from authentic, long-term connections. ✅ Celebrate the Wins. When a connection you made leads to something great, acknowledge it. Recognize the impact and reinforce the power of trusted relationships. Relational partnerships move healthcare forward. When trust and respect are the foundation, introductions become catalysts for real change. If you’re serious about advancing innovation, be intentional with your connections. It’s not about quantity. It’s about quality, trust, and lasting impact. 🔥 #healthcareonlinkedin #partnerships #innovation #sme

When Maria took over a global team scattered across time zones and cultures, collaboration was minimal, and trust was fragile. Fast forward one year — that same team launched two major projects ahead of schedule, with record engagement and zero turnover. The shift? Maria made relationship-building a leadership priority — not a "soft skill" to be sidelined. The Lesson? Strong relationships aren't just feel-good perks — they’re the invisible engine behind high performance, resilience, and innovation. Common Relationship-Building Pitfalls: 📍 Transactional Interactions — Focusing only on tasks, not people. 📍 Poor Listening — Hearing words, but missing emotions and intent. 📍 Neglecting One-on-One Time — Teams feel like cogs, not humans. 📍 Avoiding Difficult Conversations — Letting issues fester instead of building trust through honesty. 📍 Blurry Boundaries — Bringing work stress into personal relationships. ✅ How to Build Meaningful Connections as a Leader: 📍 Active Listening — Give full attention, ask clarifying questions, reflect what you hear. 📍 Specific Recognition — “Good job” is forgettable. Tailored praise is powerful. 📍 Regular One-on-One Check-ins — Go beyond tasks to understand motivations and challenges. 📍 Handle Conflict with Care — Clarity + Empathy = Trust during tough conversations. 📍 Prioritize Personal Relationships — Boundaries, presence, and vulnerability matter. Relationships aren’t distractions from leadership — they’re at the heart of it. 📩 Get practical leadership strategies every Sunday in my free newsletter: CATAPULT. 🧑💻 Want to become the best LEADERSHIP version of yourself in the next 30 days? Book a 1:1 Growth Strategy Call: https://lnkd.in/gVjPzbcU #Leadership #TeamCulture #RelationshipBuilding #ExecutiveCoaching #FutureOfWork

I’ve seen a lot of Fintech Companies hiring on LinkedIn lately. That’s great - hiring means growth. But before you rush to onboard, there's something to remember. It's easy to say one thing on call, and another to do it in practice. Also, most of the hiring I see is for Business Development and Growth roles. These positions are important. They bring in revenue, build partnerships, and expand markets. But they can also bring risks if the contracts aren’t good. So today, I’m sharing a few clauses you need to have for these roles in your contract. 1) Authority & Approval Limits BD roles often sign partnerships or deals that can impact compliance, legal, or your balance sheet. Cover: • Deal approval limits based on value: • Under ₹5 lakh/month: can commit with CFO/COO approval. • ₹5-20 lakh/month: need CEO/founder approval. • Above ₹20 lakh/month: board/legal review. • Deal types requiring legal pre-approval, e.g., data sharing or payment processing. • Use of pre-approved templates for standard contracts. • Immediate escalation of any legal pushbacks. 2) Non-Compete & Non-Solicitation BD professionals gain access to your partner network and customer pipeline. Cover: • Duration: 6-12 months post-employment. • Geography: Typically limited to your operating regions. • Scope: Limit to specific business verticals to stay enforceable. • Non-solicitation clauses: Prevent poaching of partners/customers for 12-24 months. • Confidentiality: Protect partner lists, deal structures, and proprietary info indefinitely. 3) Commission & Clawback Clauses Clawbacks ensure incentives align with sustained performance. Cover: • Trigger: When is commission earned (contract signing, activation, first transaction)? • Amounts & caps: e.g., 10-15% of recurring revenue, capped at 2-3x salary. • Clawbacks: If a partnership fails (non-performance, misrepresentation), a portion or all paid commission is recovered. • Timing: Commission paid quarterly, after partnership activation. 4) Data, IP & Compliance BD roles handle sensitive customer, partner, and deal info. Proper clauses ensure ownership, security, and regulatory adherence. Cover: • Relationship & IP ownership: All developed during employment belongs to the company. • Data protection: Employees comply with applicable laws (e.g., DPDP Act 2023), and don’t share sensitive info externally. • Regulatory responsibility: Employees ensure partner compliance with KYC/AML and report red flags. • Conflict disclosure: Declare relationships with potential partners or relatives involved in deals. Ultimately, your BD and Growth hires can improve revenue. But your contracts should do the heavy lifting. Turning words into enforceable commitments that protect your company from legal, regulatory, and financial risks. Hire boldly. Contract carefully. Grow safely. --- ✍ Which of these four clauses do you think fintech founders overlook the most? Share below!

Pushy Dishonest Self-serving According to Daniel Pink’s research in To Sell is Human, these are words most often associated with sales and salespeople.  This reminds us of a hard truth: many people associate sales with manipulation rather than trust. It’s no wonder why. Tactics like double dials, fake personalization, or bait-and-switch strategies might yield some short-term wins—but they come at a steep cost. They damage your reputation before you even get to the first call. Buyers don’t just buy products; they buy trust. And these tactics are a fast track to losing it. Here’s the thing: you don’t need gimmicks to win in sales. The best sellers lean on something far more effective—authentic connections and consultative selling. Building relationships, asking meaningful questions, and genuinely helping your buyer solve their problems isn’t just ethical—it works. If you’re under pressure to hit aggressive activity metrics using “tricks,” don’t abandon your values. Hit your numbers, but reserve time to try Show Me You Know Me (SMYKM). Personalize authentically. Listen intently. Focus on delivering value. And if your more thoughtful approach works (hint: it will), use that success as evidence. Show your leadership how effective real connection is and advocate for your metrics to reward quality over quantity. In sales, trust isn’t just a nice-to-have—it’s the foundation for long-term success. Ditch the tricks, and build something real.

Signing contracts on Friday afternoon is how legal disputes start on Monday morning. Here's what most people don't realize about contract timing: rushing the signature creates more delays than taking an extra day for review. I see this happen every quarter: → Sales teams push for signatures before month end to hit targets → Legal gets the draft at 4pm on the last Friday → Everyone skims instead of reads because the deal "needs to close today" When a deadline approaches, you assume speed equals efficiency. But here's the truth: contracts signed under time pressure get renegotiated within 90 days because critical terms were missed or misunderstood. I once watched a consulting agreement get signed at 6pm on a Friday before a long weekend because the client needed to show the engagement as "closed" in their quarterly board report. Three weeks later, the consultant submitted their first invoice. The payment terms said net 90. The consultant expected net 30. The purchase order said net 45. Nobody had aligned on this during the rush. The project stalled for 6 weeks while finance, legal, and procurement sorted out the mess. How to avoid this: 1. Build 48-hour minimum review windows into your deal timelines, not same-day turnarounds 2. Create a one-page checklist of non-negotiable terms that must be verified before any signature 3. Block Friday afternoon signatures as a team policy unless true emergency (and define what qualifies) The signature is not the finish line. Execution is. What's the messiest outcome you've seen from a rushed contract signature? #negotiation #contractmanagement #businessstrategy #procurement #legalops #business #legal

Ever had a “clean” contract come back with zero redlines, only to discover later it wasn’t so clean? Recently, a client sent our contract back and said “good to go,” no edits needed. Our team ran it through our AI-powered review and uncovered that they had actually: - Rewritten the scope of services - Deleted all payment terms - Removed our buyout fee - Swapped the governing law to their preferred state ⚠️ Key takeaways for every business leader: • Always treat “final draft” as draft zero. • Leverage AI as a safety net, not just for drafting but for verification. • Build a quick checklist or automated gateway that flags scope, payment, fees, and governing-law changes before signatures. Your turn: what contract sanity-check processes have saved you from a worst-case scenario? #ContractManagement #LegalTech #RiskManagement #AI #DueDiligence #BusinessOperations