“Don’t be anyone’s first contract.” is a pithy but directionally accurate way to phrase this.
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You’ll end up spending far, far too much time on trivialities like signing order, have excessive fun over market-appropriate terms, etc.
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A tangent: “I will not sign your custom contract for a deal worth less than $X” is an appropriate response in software.
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You can ask for custom terms prior to buying a $30 SaaS, but my lawyer doesn’t get out of bed for less than $2, so I’ll let him sleep in.
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This is one of many reasons why enterprise pricing is Call Me. You want one paragraph and $200 of software? $10k.
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What’s the line? If you don’t know what Call For Pricing means on a pricing page you can’t afford it anyway?
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People will actually buy $200 of software and $9,800 of legal services, because they are big businesses and they are not unaware of that.
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End-users at BigCo might vent about it but if you told Legal at BigCo that contract review cost $$$ they’d say “We certainly hope so!”
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After 7+ years in biz dev, ROUTINE is key. Your routine should come across as second nature, even if it's your 2nd or 3rd sale /1
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My routine looked something like "first call > deeper analysis meeting > proposal > pitch/present > negotiate > refine > contracts" /2
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