Vulnerability or Super Power?

Do you know what happens in a negotiation when you bring a vulnerability out into the open?

If you know how to own it and reframe it, it ceases to be a vulnerability and becomes an asset. But you need to develop the skills to do it right.

This is too big a topic for a post, but here are a couple of hacks you can use to get started:

👍 Learn to think of bugs as features.

Don't understand something? That's not a weakness. It's an opportunity to show curiosity, and a willingness to learn builds trust. It's also an opportunity to allow your partner to teach and counsel. If this works, it's one sign of a good transformation partner.

Change resistant? Most companies either don't know this about themselves, or don't admit it. If you do, you're ahead (shows self-awareness, and the ability to confront your issues head on). If your potential partner gets excited about the opportunity to work through this WITH you instead of just selling a canned solution, it's another sign of a good transformation partner. But this one requires more than just words -- you have to test attitude and give them an opportunity to demonstrate action.

👍 Instead of buying, try selling.

It always amazes me how many companies rely on transaction leverage to get the best terms and pricing. When you do that, you firmly establish yourself as a customer your vendor will just tolerate. Everything you get is based on threats -- threats that are gone once you sign the contract. Not good.

You can make this even worse, by having high level partnership conversations and then unleashing your pack of wolves to do the deal. That just undermines trust and hurts your ability to have the tough discussions at the right times.

Instead, sell. You're a great company to work with? Show it. You're trustworthy? Show it. Be the kind of partner they want to do business with. Not just because of your risk profile and deep pockets. But because you operate in a way that makes them want to go the extra mile for you.

Transformational work can be risky for everyone. Be the kind of a company that your new partner will want to bet on!