Philosophy

Crafting winning deals and fostering long-term business relationships begins with more than just an innovative product, service or concept. While groundbreaking ideas are essential, success requires a strategic approach, creative thinking and the ability to navigate complex corporate environments. It’s about identifying the true decision-makers and the people in their organizations that know how to get things done, forging key partnerships, and applying sound business principles. In short, success takes skill, experience and creativity.

Throughout my career, I’ve helped young companies land their first major deals, overcome a barrier to growth, and guided established businesses toward transformative growth. These are the core principles that have shaped my approach and can help you grow your business:

  • Think Big or Stay Small

    Go big or go home. - Success favors those with bold vision. If you’re not thinking on a grand scale, you’re limiting your potential from the outset.

  • Go High

    Research and understand your customer’s organization, then get to senior people who can make decisions and get things done. - Navigating large organizations requires knowing who holds the power. Aim for the decision-makers who can drive real change.

  • Know What You Want and Take the Lead

    Establish objectives and set the agenda on your terms for all key interactions. - A clear vision and  knowing what you want sets the tone for successful negotiations.

  • Put Yourself in Their Shoes

    Understand their perspective and needs, then show creativity and flexibility in meeting them. - When customers see that you truly understand their needs and are willing to adapt without compromising your goals, trust and new business follow.

  • Find the Line on Every Key Issue

    If they don’t push back, you may be leaving something on the table. - Negotiation is an art — knowing when to push and when to hold  can make the difference between a good deal and a great one.

  • Never Be Afraid to Walk Away from a Bad Deal

    If you cannot afford to walk, you cannot afford to be in the room. - Knowing when to walk away is as important as knowing when to close. If a deal compromises your core values or business objectives, it’s not worth pursuing.

  • Build Long-Term Business Relationships

    Your first sale is only the beginning. - Sustainable success is built on relationships. Treat every client and partner as a long-term ally, not a one-time transaction.

  • A Healthy Sense of Paranoia is Critical to Success

    Markets, economics, and circumstances change; always have a plan for the worst and work every day to beat the competition. - Vigilance and adaptability are key to staying ahead in dynamic markets.

  • There is No Substitute for Experience When You Need to Get a Deal Done

    When you journey into uncharted waters, you better have an experienced navigator. - Experience brings clarity and confidence in high-stakes negotiations. Trust in those who’ve navigated similar challenges before.

  • Urgency, Management, and Accountability (UMA)

    Three qualities define a successful manager, team, or company: Urgency, Management, and Accountability. A high UMA quotient always spells success. - These traits form the backbone of any thriving organization. Instill them in your culture, and success will follow.

These principles aren’t just theoretical — they’re battle-tested strategies that have driven my work in industries ranging from wireless to energy to healthcare. Whether you’re closing your first deal or scaling a global enterprise, these philosophies can guide your path to sustainable growth and long-term success.