The 1st Deal’s Connected to the 2nd Deal. The 2nd to the 3rd...
Are you having a hard time connecting a string of deals together? Do you go from frantic activity to long periods where it is difficult to find another deal? Would you like to be able to find new deals more quickly?
I remember a song I learned as a kid. Are kids still taught that song about the dry bones? The one that refers to the head bone being connected to the neck bone, the neck bone connected to the shoulder bone, the shoulder bone connected to the arm bone…?
Try to choose deals with that song in mind and you may discover that finding deals becomes much easier. When you are presented with a deal from a new partner or a new source try to envision what your second deal might be like with that partner. Do you think it likely there would be a second deal? Do you enjoy this partner’s company? Is it someone you would like to get to know better? Maybe become friends with? Would it make you happy to help them succeed, to become a small part of their success? If you have the chance to write them a large check or help them get a large check would that bring you satisfaction?
Once you have thought about the second deal, envision the third, the fourth…do you think you could enjoy working with this partner for years? If your answer to most of these questions is “yes” then find a way to make the deal. Even if the terms are not quite to your liking, even if you think you should get a slightly larger share of the profit—make the deal. That shortfall may be made up by the second deal. It will certainly be exceeded by the fourth deal.
If the deal before you will be profitable, don’t be overly concerned with the terms. Concentrate more on building trust, on nurturing a relationship, than on the specifics of this particular deal. If you choose deals and partners this way you may find that deals, good deals, start coming to you regularly with little effort. Your partners will enjoy working with you and will wish to again. Every deal will seem to lead to another, perhaps several.
Remember the 1st deal’s connected to the 2nd deal, the 2nd deal’s connected to the 3rd deal, the 3rd deal’s connected to the 4th deal….
Comments (2)
I have been trying to stretch out my thinking a bit in terms of longevity. It took me a while to understand the long term. I think the feeling of invincibility I had as a young male had to wear off and a feeling of mortality had to set in
Mark Tomes, over 7 years ago
@Mark Tomes, it really takes only a small shift. Choose projects that will allow you to improve existing skills or to learn new skills or techniques that may lead to more projects. Choose partners who you trust and who are likely to celebrate your successes, collectively and individually. Take ownership of your responsibilities and seek to work with others who do the same.
Jeff Rabinowitz, over 7 years ago