Business & Negotiation Consulting

My sole-proprietor consulting business was formed in 2002. In 2017, I wound down my work, except for minor follow-on assignments.

With my clients, we improves business outcomes by:

• Understanding and clearly articulating the real business outcomes of technology – why do we care? What decisions does this drive?
• Improving negotiation results, by applying my skills as a practitioner, creator of method(s), and trainer.
• Disciplined project management.

My clients businesses were often worldwide. I delivered service in more than 20 countries, and a majority of US states. Clients achieved improved business outcomes because together we improved understanding of their desired outcomes, and used repeatable business methods get them. My methods associated with defining business value, measuring outcomes, and effective negotiating were critical to these outcomes.

Concurrent with my own consultancy, I was General Manager, Negotiation Analysis, for K&R Negotiation Associates, a boutique consulting firm of highly-experienced professionals operating worldwide for over 30 years.

As part of my consulting work, I created new methods to improve the predictability of deal closing – both “if” and “when”. Those same methods can be used to influence closing rates, time to close, profit and client satisfaction. They can also be used to track progress, and compare or prioritize opportunities. I used these methods in every engagement.

Prior to my private consultancy work, I was a Program Director at IBM. After extensive product development experience, including managing product development teams in 2 countries, I acted as a lead negotiator for IBM in a number of business opportunities with total revenue of over $500,000,000, and in several countries, including Japan. I retired from IBM in 2002.

My focus for over 20 years has been on real business value instead of product capabilities, and on negotiation success.