Deal Makers: How Intelligent Use of Contracts Can Help You Sell More and Deliver Better

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Ecademy Press, Jan 24, 2013 - Business & Economics - 280 pages
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In this straightforward look at how contracts are used in everyday business life, Tiffany Kemp shows us how to use contracts to help us build stronger, more profitable relationships with our customers. If you've ever wondered why lawyers object to you offering clients your 'best endeavours', or whether 'time is of the essence' means anything more than 'get a move on', you'll find this book an invaluable and very readable companion to your commercial negotiations. And if you've always considered legal and commercial to be the 'Sales Prevention Squad', you'll learn how they can become your greatest allies in closing and delivering profitable deals.
 

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Contents

The Sales Prevention Squad is on your side
19
The contract provides your User Guide for the relationship
41
The small print matters so keep your lawyers on side
59
11
221
Notices
234
Be clear about your objectives
254
Onwards and upwards
269
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About the author (2013)

Tiffany Kemp lives in Berkshire with her husband, two children and dog. She discovered contract law in 1998, when she realised that the contract negotiations she was conducting in her sales role might be a bit more successful if she had a clue what she was doing. After trying without success to find a 'contract law for non-lawyers' class at her local college, she bit the bullet and completed a Masters Degree in Business Law at De Montfort University. In 2003 she created Devant, a company dedicated to helping small and medium sized companies punch above their weight in their contractual relationships. Her engineering background (she started her career as an RF engineer, developing military radio for Racal) stood her in good stead, enabling her to overcome the 'lawyer phobia' of her early clients by talking about what they did, and how they did it. Devant has grown since the early days but remains focused on seeking out new ways to help companies structure, contract for and deliver better deals. Today, Tiffany is a speaker, trainer and mentor, encouraging business leaders to engage with the contracting process as a positive contributor to their selling and delivery success.

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