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Negotiate Anything: Negotiation | Persuasion | Influence | Sales | Leadership | Conflict Management
Negotiation isn't just a skill — it's a life-changing mindset. In this special crossover episode, negotiation expert Kwame Christian joins Mike Lander of Higgle to reveal how he went from avoiding conflict to teaching millions how to navigate it. You'll hear the story behind his rise as a globally recognized voice on negotiation, the neuroscience that explains why most conversations go wrong, and the three skills that every top negotiator shares. Whether you're closing a deal or setting a boundary at home, Kwame's Compassionate Curiosity framework will help you manage your emotions, build trust fast, and lead tough conversations with confidence. You'll learn: What the “amygdala hijack” is — and how to stop it How to use AI roleplay to rehearse high-stakes conversations Why tone is more persuasive than tactics The 3-core skill model every negotiator should master How trust (not technique) drives long-term success If you've ever struggled to be assertive, this is your roadmap to becoming a confident communicator in work and in life. Contact ANI Request A Customized Workshop For Your Company Follow Kwame Christian on LinkedIn negotiateanything.com Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!
Negotiation isn't just a skill — it's a life-changing mindset. In this special crossover episode, negotiation expert Kwame Christian joins Mike Lander of Higgle to reveal how he went from avoiding conflict to teaching millions how to navigate it. You'll hear the story behind his rise as a globally recognized voice on negotiation, the neuroscience that explains why most conversations go wrong, and the three skills that every top negotiator shares. Whether you're closing a deal or setting a boundary at home, Kwame's Compassionate Curiosity framework will help you manage your emotions, build trust fast, and lead tough conversations with confidence. You'll learn: What the “amygdala hijack” is — and how to stop it How to use AI roleplay to rehearse high-stakes conversations Why tone is more persuasive than tactics The 3-core skill model every negotiator should master How trust (not technique) drives long-term success If you've ever struggled to be assertive, this is your roadmap to becoming a confident communicator in work and in life. Contact ANI Request A Customized Workshop For Your Company Follow Kwame Christian on LinkedIn negotiateanything.com Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!
Why do deals stall even when your pipeline looks strong?In this episode of SaaS Fuel, Jeff Mains sits down with Mike Lander—former procurement director, dealmaker of over $500M in contracts, and now a sought-after negotiation strategist. Together, they unpack why focusing on buyer risk is the secret to closing more SaaS deals with less friction.You'll learn:How to build trust by focusing on the buyer's world—not your pitch.Why most sales fail due to qualification, not presentation.How to work fewer opportunities but close more deals.When to walk away from RFPs—and why that's a win.Key Takeaways00:00 – Why focusing on you kills trust with buyers 00:27 – Welcome to SaaS Fuel with Jeff Mains 01:15 – Your pipeline isn't broken—your qualification might be 02:00 – The new sales equation: trust, credibility, risk reduction 03:27 – Guest intro: Mike Lander and $500M in deal experience 06:13 – Where discounting goes wrong 10:56 – Why buyers choose safe over best 14:03 – Risk perception and the value equation 16:18 – Myths salespeople believe about procurement 18:04 – “Procurement is where deals go to die” – and why that's false 30:23 – Mike's framework for working fewer, better deals 35:32 – The hidden dangers of RFPs 46:00 – Can AI replace salespeople? Where humans still matter 51:13 – Will AI negotiate against AI? 52:06 – Where to learn more about Mike 53:01 – What's coming next on SaaS Fuel Tweetable Quotes“The more you focus on your deal, the less the buyer trusts you.” – Mike Lander“Want to close more? Qualify better. The pipeline's not broken—your filters are.” – Jeff Mains“Risk trumps ROI in the buyer's mind. Reduce risk, increase value.” – Mike Lander“Buyers don't want persuasion. They want sleep.” – Jeff Mains“Procurement isn't the end of a deal—it's the beginning of alignment.” – Mike Lander“If AI handles the process, humans better handle the purpose.” – Jeff MainsSaaS Leadership LessonsTrust isn't built on your product—it's built on understanding the buyer's risk.Qualification problems—not sales problems—are why most deals stall.The best sellers help buyers sleep at night, not just buy faster.Procurement isn't the enemy—it's your hidden advantage if you understand their framework.Saying “no” to bad-fit RFPs leads to higher win rates.Even with AI in sales, human insight into motivation and value remains irreplaceable.Guest ResourcesEmail - mike@piscari.comWebsite - https://piscari.com/LinkedIn - https://www.linkedin.com/in/mikelander/Episode SponsorSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel'Champion Leadership Group – https://championleadership.com/SaaS Fuel ResourcesWebsite -
Procurement is often seen as the final hurdle in a deal — a price-focused gatekeeper that slows things down. But what if engaging procurement early could actually help you close bigger, more profitable deals? In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Mike Lander — former procurement director turned sales advisor — to rethink everything you thought you knew about working with procurement. From qualification strategies to trust-based negotiation, Mike shares practical advice that helps sales teams avoid the common traps and unlock meaningful growth through smarter stakeholder alignment. Whether you're chasing enterprise deals, navigating complex buying processes, or looking to protect your margins, this episode will challenge your assumptions and leave you with actionable tactics you can use today.
Welcome to another can't-miss episode of Build a Better Agency! This week, host Drew McLellan invites negotiation expert Mike Lander to shed light on a critical, and often misunderstood, stage of growing your agency: the art of winning new business and, crucially, negotiating strong client contracts. If your agency is hustling for fresh opportunities in the midst of economic uncertainty, this discussion is perfectly timed to help you secure the deals that matter—on terms that support your profitability and long-term growth. Mike Lander brings a unique dual perspective as both a former procurement director (the “buy side”) and current advisor to agencies navigating the “sell side.” Together with Drew, he explores why so many agencies trip up after being “awarded” new business, mistaking the proposal win for the finish line when, in reality, it's the starting point for some of the most pivotal work ahead. Mike reveals how agencies can better qualify opportunities, avoid that painful “close second” outcome, and, above all, approach negotiation with a mindset of mutual value creation rather than desperate discounting. The episode dives deep into actionable best practices you can deploy immediately—from building a robust qualification scorecard and prepping for negotiations, to mastering the art of trading instead of discounting. Mike and Drew also tackle the importance of agency differentiation, emphasizing why expertise and industry-specific knowledge trump generic promises of creativity or methodology. Plus, learn how to lead conversations with the kind of value, risk mitigation, and trust-building that makes your agency stand out in a crowded, competitive field. Whether you're tired of burning countless hours on unwinnable pitches or want to strengthen your contracts for better client and agency outcomes, you'll find a wealth of insights in this episode. Get ready to rethink your approach to business development—and leave with concrete “homework” that will set your agency up for more wins, stronger partnerships, and greater profitability. Don't miss it! A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: Rethinking the pitch process—why winning isn't the finish line, but just the beginning The dangers of chasing bad-fit clients and how to develop a qualification scorecard Differentiation strategies beyond methodology and “our people”—the real keys to standing out Communicating value and risk to buyers—focusing on afters, measurable results, and case studies Stop discounting and start trading—how agencies should approach contract negotiations The art and science of being a trust builder versus a pushover in negotiations Why creative excellence alone won't win the deal—and separating creative from commercial conversations
Mike Lander is a successful entrepreneur and expert negotiator, with a proven track record of buying, growing, and selling businesses for seven-figure sums. He has a uniquely valuable perspective on negotiating commercial deals, having worked on both sides of the table as a Procurement Director and an entrepreneur. Tune in now!
Join Stan Robinson as he delves into the world of sales and procurement with expert Mike Lander, CEO of Piscari Limited. Uncover the intricacies of how procurement teams impact B2B sales strategies and learn essential tips for navigating RFPs and building strong buyer relationships. Mike shares his insights on leveraging platforms like LinkedIn for stakeholder engagement and emphasizes the importance of risk management in sales negotiations. This episode offers valuable guidance for sales professionals looking to enhance their approach to complex commercial deals.
Negotiate Anything: Negotiation | Persuasion | Influence | Sales | Leadership | Conflict Management
Want to share your thoughts? Fill out our listener form Request A Customized Workshop For Your Company In this episode of Negotiate Anything, Kwame Christian, Esq., M.A. welcomes negotiation expert Mike Lander, an ex-procurement director with over two decades of experience in both buying and selling. Mike shares insights from his unique study on sales negotiation, breaking down the traits of the most successful negotiators. They explore the crucial role of trust in achieving better negotiation outcomes and delve into the complexities of navigating sales interactions with procurement professionals. This episode is packed with practical strategies for salespeople aiming to become more effective and trustworthy negotiators. What Will Be Covered: Insights from Mike Lander's study on sales negotiation profiles. The importance of emotional detachment in procurement. The Kraljic matrix and its impact on negotiation strategies. Contact ANI Request A Customized Workshop For Your Company Follow Kwame Christian on LinkedIn The Ultimate Negotiation Guide Click here to buy your copy of How To Have Difficult Conversations About Race! Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life! What's in it for you? Exclusive Advice: Gain insights from top negotiation experts. Community Support: Connect with a like-minded community focused on growth. Personal & Professional Growth: Unlock strategies to enhance every aspect of your life. You deserve to negotiate more of the best things in life, and now you can! Don't wait—be the first in line to experience this game-changing resource.
Are you a sales professional looking for trust-building strategies to boost your performance? Download the new report from Piscari and the American Negotiation Institute today! https://mailchi.mp/4c42f6b27ad4/h1da786zod Want to share your thoughts? Fill out our listener form Request A Customized Workshop For Your Company Are you a sales professional looking for trust-building strategies to boost your performance? Download the new report from Piscari and the American Negotiation Institute today! https://mailchi.mp/4c42f6b27ad4/h1da786zod In this episode of Negotiate Anything, Kwame Christian, Esq., M.A. welcomes negotiation expert Mike Lander, an ex-procurement director with over two decades of experience in both buying and selling. Mike shares insights from his unique study on sales negotiation, breaking down the traits of the most successful negotiators. They explore the crucial role of trust in achieving better negotiation outcomes and delve into the complexities of navigating sales interactions with procurement professionals. This episode is packed with practical strategies for salespeople aiming to become more effective and trustworthy negotiators. What Will Be Covered: Insights from Mike Lander's study on sales negotiation profiles. The importance of emotional detachment in procurement. The Kraljic matrix and its impact on negotiation strategies. Contact ANI Request A Customized Workshop For Your Company Follow Kwame Christian on LinkedIn The Ultimate Negotiation Guide Click here to buy your copy of How To Have Difficult Conversations About Race! Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life! What's in it for you? Exclusive Advice: Gain insights from top negotiation experts. Community Support: Connect with a like-minded community focused on growth. Personal & Professional Growth: Unlock strategies to enhance every aspect of your life. You deserve to negotiate more of the best things in life, and now you can! Don't wait—be the first in line to experience this game-changing resource.
Mike Lander is an expert at handling procurement and helping sales teams increase their win rates in the mid-market and beyond. After years of founding companies, running consultancies and scaling teams, Mike took his experience as a buyer and started Piscari to help sellers better understand how buyers think and how to walk away from negotiations with their desired outcomes achieved. The biggest mistake a seller can make when dealing with procurement is sticking their head in the sand and expecting the deal to go through. There's a common myth that procurement refuses to work with SME's - and that is simply not the case, as they value the flexible and entrepreneurial approach that smaller companies bring. To win over procurement, you need to understand what they value and be proactive with your approach.One thing to always remember is that procurement aren't the budget holders - they are the guardians of the budget, which means that their interests are aligned with mitigating risk and increasing savings. The best thing you can do is involve them early on - get added to their supplier lists, pass any checks and really introduce yourself so that you're not starting over when the sales cycle looks to be almost finished.Tune into the full episode to learn how to handle procurement and win upmarket deals!HIGHLIGHTS:0:00 Intro 3:04 Who are procurement teams and what do they want?9:51 How to prepare for procurement 13:20 How to quantify ROI15:49 Challenge procurements thinking 20:36 Who does procurement report to?23:04 Stop wasting time on unwinnable deals 25:55 The Incumbent wins most of the time27:27 Winning in competitive bid processes30:04 Get good at RFP'sConnect with Mike - https://www.linkedin.com/in/mikelander/Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/Connect with Max - https://www.linkedin.com/in/max-greenwald/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/
Mike Lander is a former procurement person who has transitioned to training sales people on how to leverage procurement to a mutual advantage. He shares some amazing insights including, uderstanding their role of managing risk is the top priority. How procurement is interested in reducing risk, savings, innovation, quality, reliability, a well governed process. How to talk about risk in a proactive way. What are you waiting for? Time to reserve your spot at www.surfandsales.com
Join John Golden as he interviews Mike Lander, who shares insights on how to view procurement as a strategic partner in the sales process. Learn how to engage procurement early, build long-term relationships, and leverage LinkedIn to connect with key professionals.
Ever wondered what it's like to be on both sides of the sales negotiation table?Our guest this week, Mike Lander, CEO of Piscari and Chairman of Re:signal, is a successful entrepreneur, an ex-procurement director, and a highly sought-after sales & negotiation consultant. He's not only grown companies to over £20 million in revenue but has also negotiated hundreds of deals worth over £500 million as a buyer.Mike's unique perspective gives him invaluable insights into how to qualify leads better, convert more deals, and land the best possible outcomes, especially when dealing with tough procurement teams.Join us as we chat with Mike about his experiences and learn how to close more deals, boost your margins, and ultimately drive higher company valuations! Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies, and enterprise-level organizations. Learn more about Vendasta, and we can help your organization or learn more about Vendasta's Affiliate Program and how our listeners (like yourself) make up to $10,000 off referrals.Are you an entrepreneur, salesperson, or marketer? Then, keep the learning going in the Conquer Local Academy.
Are you wondering how to win large B2B contracts? Ever wondered what makes the difference between a successful enterprise sale and a missed opportunity? If you're building an enterprise SaaS business and want to close large contracts more effectively, this episode is for you. Sean hosts Mike Lander the CEO of Piscari, a seasoned expert in procurement and sales strategy, shares five crucial tips to help you avoid wasting months on bids that don't progress. His insights on navigating the procurement process are essential for tackling the challenges of selling to large organizations and closing more deals. Key Timecodes (00:36) - Show intro and background history (05:45) - Deeper into his career journey (12:28) - Understanding his business philosophy (17:04) - Commercial break (TYKR mobile app) (17:46) - Deeper into his marketing strategies (18:17) - How to qualify to better sales opportunities (24:59) - Deeper into his sales strategies (29:46) - How to negotiate a more profitable deal (32:23) - Guest hot tips (37:38) - One more key takeaway from the guest (40:11) - Guest contacts
Episode Overview: In this episode, Marcus Cauchi hosts Mike Lander, a seasoned procurement director turned sales trainer, who shares insights from both sides of the procurement and sales processes. The conversation centers around improving sales strategies by understanding buyer psychology and removing uncertainties that often hinder successful sales. Key Highlights: Background and Experience: Mike Lander has extensive experience in procurement, having managed substantial budgets and vendor relationships. He now focuses on educating salespeople about what not to do when dealing with buyers. Buyer and Seller Dynamics: The discussion explores the common mistakes salespeople make, such as using manipulative tactics, which often backfire. Lander emphasizes the importance of building trust and credibility with buyers rather than using transactional sales techniques. Risk and Decision Making: A critical theme is understanding how buyers assess risk. Lander explains that buyers prioritize minimizing risk, which includes concerns about reputational, operational, and financial risks. Effective sellers help buyers mitigate these risks by providing clear, value-driven solutions. Building Relationships: The conversation highlights the significance of deepening relationships with clients, exemplified by Lander's experience with a trusted vendor named Malcolm. Malcolm's approach was relationship-first, offering timely and valuable insights that helped navigate complex decisions and risks. Negotiation and Value Perception: Lander discusses negotiation strategies, stressing that sellers should focus on adding real value rather than being seen as commodities. He advises that sales professionals should aim to understand the buyer's needs and co-develop solutions, thereby differentiating themselves in the market. Final Thoughts: The episode wraps up with Lander reiterating the importance of sincerity in sales. Tune in to hear more about navigating the intricacies of sales and procurement from a dual perspective!
This week, host Mike Lander talks to Jonathan McCallum (SVP Managing Director UK & Norway, George P. Johnson) about the pandemic's impact on experiential marketing and how agencies adapted: building long-term client relationships, involving procurement, and effective negotiation strategies like understanding BATNA. Hosted on Acast. See acast.com/privacy for more information.
This week, host Mike Lander talks to Ian Sohn (CEO North America, Iris) about the importance of collaboration; self-awareness, adaptability and strategic thinking in negotiations; and aiming for win-win outcomes and long-term partnerships. Hosted on Acast. See acast.com/privacy for more information.
This week, host Mike Lander talks to Stephany Sperberg (managing director, Hook) about flexibility, transparency, and openness in negotiations; understanding motivations and alignment; and adapting to changing circumstances and economic realities. Hosted on Acast. See acast.com/privacy for more information.
This week, host Mike Lander talks to multi-award-winning serial entrepreneur and multilingual keynote speaker, Flavilla Fongang. Here they discuss the necessity of personal branding, the value of adaptability and flexibility, and why value creation and demonstrating expertise is so important. Hosted on Acast. See acast.com/privacy for more information.
This week, host Mike Lander talks to author, motivational speaker, coach and successful sales executive, Jeb Blount (founder and CEO, SalesGravy.com). Here they discuss the importance of effective selling and negotiation in the sales process, balancing relationships and content in negotiations, and techniques and strategies for successful negotiations. Hosted on Acast. See acast.com/privacy for more information.
This week, host Mike Lander talks to Anthony Groves (Chief Commercial Officer, Dentsu International) about negotiation strategies and expertise, collaboration and the rapid changes and emerging trends in marketing communications. Hosted on Acast. See acast.com/privacy for more information.
Join Kay Suthar in this week's episode of Make Your Mark Podcast as she sits down with Mike Lander, a successful entrepreneur and expert negotiator based in the UK. Mike shares his personal story of overcoming academic underperformance and shyness to become a successful business owner. He emphasizes the importance of preparation and risk management in negotiations, providing practical tips on how to anchor the deal, anticipate objections, and clarify decision-making power. Tune in to learn from Mike's wealth of experience and gain insights on how to take control of negotiations and achieve mutually beneficial outcomes!Here's a breakdown of what to expect in this episode:Mike's personal story and advice for aspiring entrepreneursThe importance of preparation in negotiations and the four steps involvedThe significance of termination rights and having a termination notice preparedThe importance of active listening and understanding the other party's objectives and emotions in negotiationsAnd so much more!About Mike Lander:Mike Lander is a successful entrepreneur and expert negotiator, with a proven track record of buying, growing, and selling businesses for seven-figure sums. He has a uniquely valuable perspective on negotiating commercial deals, having worked on both sides of the table as a Procurement Director and an entrepreneur. He now uses his specialist knowledge and experience negotiating hundreds of deals worth £400m+ to empower leaders and sales teams to negotiate more profitable deals with procurement.Connect with Michael Lander on…LinkedIn: https://www.linkedin.com/in/mikelander/?originalSubdomain=ukWebsite: https://piscari.com/about/Podcast: https://www.thedrum.com/podcast/series/marketing-negotiations-the-good-the-bad-and-the-uglyConnect with Kay Suthar!Website: https://makeyourmarkagency.com/LinkedIn: https://www.linkedin.com/in/kay-suthar-make-your-mark/Go ahead and check out my podcast agency: https://makeyourmarkagency.com/For more info, please feel free to email me at kay@makeyourmarkagency.com
This week, host Mike Lander talks to Katie Evans (CMO, Burger King UK) about the importance of communication and relationship building, aligned objectives and mutual benefit, and learning from past experiences and preparation. Hosted on Acast. See acast.com/privacy for more information.
Welcome to episode 87. In this episode, I chat to Mike Lander, CEO of Piscari, a former procurement director who now assists sales teams in negotiating with procurement departments. Mike and I discuss: - the common mistakes agencies make when negotiating with procurement - what procurement looks for when selecting an agency - and why they are interested in your financials. We also dive into a five-step framework to help you negotiate more effectively and shed light on some questionable tactics employed by less experienced procurement professionals. During this conversation, you'll gain valuable insights into the world of procurement negotiations. Be sure to follow Mike on LinkedIn and grab a free copy of his guide from his website. https://www.linkedin.com/in/mikelander/ https://piscari.com/negotiation-guide/
In this episode, host Mike Lander speaks to Group M's Simon Thomas about cultural considerations in negotiations and marketing, the evolving landscape and challenges in media procurement, and challenges and opportunities in the advertising industry. Hosted on Acast. See acast.com/privacy for more information.
This week, host Mike Lander sits down with researcher, presenter, thinker and author of ‘The Challenger Sale', Brent Adamson (global head of research, advisory, and communities at Ecosystems). Here they discuss understanding value management in negotiations, achieving alignment among diverse stakeholders, and complexity in business. Hosted on Acast. See acast.com/privacy for more information.
Ben Allen is the head of trading and commercial strategy at ITV. Here he talks to host Mike Lander about his experience negotiating media deals, the importance of listening and being open to creative and alternative solutions, and why maintaining healthy business relationships is critical in media negotiations. Hosted on Acast. See acast.com/privacy for more information.
This week, host Mike Lander speaks to best-selling author and co-founder of DCM Insights, Matt Dixon – a sales anthropologist who uses data to understand the buyer landscape, and how sales teams are reacting to it. Here they how the buyer behavior maps onto negotiation, sales ‘ghosting', and what the best salespeople do differently. Hosted on Acast. See acast.com/privacy for more information.
How is negotiation like jazz? Can the procurement process be creative? Should businesses pay agencies to pitch? This week, host Mike Lander talks to Eric Fulwiler (co-founder and CEO, Rival) about all this and more. Discover the challenges faced by small agencies working with large clients, the power of collective bargaining to address unfair payment terms, and the importance of prioritizing long-term relationships over short-term gains. Hosted on Acast. See acast.com/privacy for more information.
Katy Howell (CEO, immediate future) has an unusual perspective on working with procurement. Instead of viewing them as the enemy, she sees them as human beings with feelings (say what?). Here, she talks to host Mike Lander about the importance of relationship building with procurement, influencer negotiations, and why it's crucial to have a strong pipeline of clients in any negotiation. Hosted on Acast. See acast.com/privacy for more information.
Having led multimillion dollar negotiations for some of the biggest global brands and sporting events, Magid Souhami (CCO, Compliant and Founder of The Marketing Procurement Academy) is, above all else, “a deal maker”. Here he talks to host Mike Lander about value creation in marketing procurement, strategic and tactical approaches to negotiation, and the importance of long-term, mutually beneficial relationships between partners and suppliers. Hosted on Acast. See acast.com/privacy for more information.
This week, host Mike Lander is joined by Fred Moore (COO, Matter Of Form). Here they talk about balancing short-term optimization with the bigger picture, promoting creativity and innovation in decision-making, and how to building strong relationships with clients and partners. Hosted on Acast. See acast.com/privacy for more information.
We hear the inspiring story of Mike Lander, a successful entrepreneur and master negotiator who defied the odds and proved that hard work and dedication can lead to success. From being told he wasn't "bright enough" at 16 to raising over £6.5 million of acquisition growth capital, Mike shares his journey of determination and self-education. He also introduces his four-part framework for successful negotiation, which draws on William Ury's 'Best Alternative to a Negotiated Agreement' and emphasizes the power of lifelong learning. Tune in to discover how you too can transform your life and career with revolutionary negotiation techniques and find financial independence.3 Key TakeawaysWhat does success really mean and how do you measure yourself against others or against yourself?What are the key negotiation skills and techniques that can be used to achieve successful outcomes?What is the importance of having strong alternatives when negotiating a deal and how can you identify the key stakeholders?
Baked beans on Weetabix anyone? Whatever your opinion on the recipe suggestion, you're likely to have heard about it, thanks to Gareth Turner (founder and director, Big Black Door), who led on the ‘Beanz on Bix' campaign in 2019. Here, Turner speaks to host Mike Lander about the value of having distinct roles in a negotiation, the leveraging power of BATNAs (best alternative to a negotiated agreement), and the importance of understanding which power dynamics are truly at play. Hosted on Acast. See acast.com/privacy for more information.
Jaye Cowle (managing director, Launch) is on a mission to create the happiest agency in the world. And this focus on happiness doesn't end with her staff. For Cowle, business partnerships are doomed if both sides aren't happy with the outcome. But when you're a small agency, how can you negotiate a satisfactory outcome for both sides? Here, Cowle talks to host Mike Lander about why small agencies are the perfect partners for unsexy challenger brands, the importance of measurement in today's world, and why the term ‘overservicing' has been banned at her agency. Hosted on Acast. See acast.com/privacy for more information.
John Godfrey (commercial executive director, Red Badger) may never have used his Education degree to teach, but the dotcom veteran can certainly school most on the art of niche-provider negotiation. Here he talks to host Mike Lander about the complexity of value-based pricing, how niche providers can avoid being commodified, and how they can effectively negotiate termination for convenience and IP rights. Hosted on Acast. See acast.com/privacy for more information.
Rob Halloway (Marketing Director at Mercedes-Benz Cars and Director at Mercedes-Benz World) began forging his negotiation skills in the 90s selling used trucks. Fast forward twenty-five years, and the marketing director is a master of multi-stakeholder negotiations across different European factions. Here he talks to host Mike Lander about finding the highest common denominator for all, the importance of unified, fair pricing, and why listening can be just as valuable a skill as negotiating itself. Hosted on Acast. See acast.com/privacy for more information.
It's no surprise that Craig Letton (CEO, MRM Global) has a competitive nature. At the ripe age of 26, he took over his family printing business, transforming it into a marketing technology companyon the world stage. But how do you break a negotiation stale-mate when you come up against an equally competitive buyer? Here, Craig talks to host Mike Lander about his easiest and toughest negotiations to date – from why selling Wrigley's chewing gum was the easiest deal of his career, to the mistakes that led to a negotiation being stretched out for three years. Hosted on Acast. See acast.com/privacy for more information.
When it comes to negotiations, CEO Emily Chang (McCann Worldgroup) has a rare perspective. Amassing 22 years of experience on the client side before migrating to the agency side, she's seen the best and worst from both ends of the table. Here she talks to host Mike Lander about dealing with disproportionate relationships, whether pitching should be free, and how clients and agencies can align on what success looks like. Hosted on Acast. See acast.com/privacy for more information.
Working with the likes of Oreo, Dr Pepper and Nissan, agency leader Tamara Littleton (Social Element) has negotiated with some of the biggest brands on the planet. Drawing on her 20 years of experience, Tamara talks to host Mike Lander about what collaborative negotiations mean in practice, why client feedback is crucial to building a successful relationship, and how to get rid of negotiation-anxiety. Hosted on Acast. See acast.com/privacy for more information.
How do you negotiate with a talent agent? It's something Boots' Pete Markey knows like the back of his hand. With over 25 years of experience, Pete has secured some of the world's most recognizable names, including Robert Webb, David Schwimmer and Morgan Freeman. Here he talks to host Mike Lander about how to successfully conduct third-party negotiations, the importance of surrounding yourself with an A team, and why communication is key. Hosted on Acast. See acast.com/privacy for more information.
Is the mark of a good negotiation really that both parties walk away from the table slightly dissatisfied? White Crow's and Creature London's CEO & founder, Dan Cullen doesn't think so. In this episode, Dan talks to host Mike Lander about the need to make negotiations a positive experience, the importance of setting ground-rules (and sticking to them), and why the marketing industry's attitude towards procurement is self-defeating. Hosted on Acast. See acast.com/privacy for more information.
If you haven't heard of Mike Lander, this is the best way to meet him: relaxed, having a few laughs, and dropping wisdom nuggets about the art of negotiation. He's a master at it, that's his brand at first glance. But there's so much more to Mike, as you'll see when we discover the similarities between high stakes dealmaking and improvisational comedy.
Mike Lander and Kevin Gibbons are the hosts of It's a Good Start Podcast. The aim of the show is to help scale-up entrepreneurs master the best of what other people have already figured out, so that they can unlock their own potential. Mike and Kevin share their experiences in entrepreneurship, running digital agencies / consultancies and looking at the buyer side perspective, so that listeners can take what's useful and get off to a good start themselves.Kevin is Founder and CEO at Re:signal – an award winning SEO agency, specialising in driving organic revenue growth for ambitious eCommerce brands. Kevin has presented at a large number of conferences around the world, a columnist for multiple media sites, and has worked with well-known brands including ASICS, FatFace and Expedia.Mike Lander is a successful entrepreneur, ex-procurement director and expert negotiator (according to his clients) with a proven track record of buying, growing, and selling businesses. He's raised over £6.5m of acquisition/growth capital in his career and grown companies to over £20m revenue and £4m EBITDA - he's also negotiated 100s of deals as a buyer worth over £470m in total.This episode covers: Podcasts and lead generation Business Development top tips Leadership skills, managing and motivating your team Identifying where your audience is Trending content types Content types that enable relationship building and benefit your business Shattering your content and making more of your assets Utilising the Gary Vaynerchuk content pyramid Word on the Street is sponsored by Tanba.io. Tanba empowers agencies to grow their revenue, by giving agency leaders and their teams all the training, support and content they need to attract and win more new clients. To learn more about what Tanba.io can offer your agency, visit https://tanba.io/Links & references:Katie Street: https://www.linkedin.com/in/katiestreet/Mike Lander: https://www.linkedin.com/in/mikelander/Kevin Gibbons: https://www.linkedin.com/in/kevingibbons/It's a Good Start Podcast: https://www.pantheon.fm/show/its-a-good-start-podcast/Get in touch: hello@street.agency
Do you know the difference between a client's demands and their interest? Tune in to this episode- with Mike Lander and learn a little bit more about negotiation and how to use it in sales! Visit www.higgle.piscardi.com and grab yourself Mike's book to help you even more! --- Support this podcast: https://podcasters.spotify.com/pod/show/tbospodcast/support
Piscari's Mike Lander models the conversations agencies and procurement should be having but rarely do. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies https://www.linkedin.com/in/leah-power-she-her-3486998/ Mike Lander https://piscari.com/ https://www.linkedin.com/in/mikelander/ Hear more from Mike on his podcast “It's a Good Start” https://www.pantheon.fm/show/its-a-good-start-podcast/ Project Spring Report https://wfanet.org/leadership/project-spring The Win Without Pitching Manifesto https://www.amazon.com/win-without-pitching-manifesto/s?k=win+without+pitching+manifesto Are RFPs The Spawn of Satan? https://www.winwithoutpitching.com/are-rfps-the-spawn-of-satan/
To celebrate the 100th episode of Word on Street Katie hosts her first live podcast with a panel including 3 of the biggest names in marketing. Grace Andrews Head of Content for Steven Bartlett and UK #1 Podcast Diary of a CEO. Grace speaks about how to build your personal brand and optimise it to win more new business.Kate Munday, Google's go-to speaking coach. She has 10 years experience working in sales and marketing with some of the most globally recognised companies from the FTSE 500. Kate speaks about how to be more present and better communicate with prospects and clients.CEO of Piscari, Mike Lander, Piscari trains and coaches sales and account teams to improve their negotiation skills for every stage of the sales cycle. Mike has helped sales teams negotiate better deals with their clients.In this panel they discuss how best to manage and source content, why you should be building and developing a personal brand, and how to win new business and negotiate better deals with those clients, as well as share priceless insights from their years of working in marketing.This episode covers: B2B marketing "must-dos"How to create better and more engaging contentWhat to do to be a better public speakerThe importance of having a strong brand identity How to win more new business without hard sellingWord on the Street is sponsored by Tanba.io. Tanba empowers agencies to grow their revenue, by giving agency leaders and their teams all the training, support and content they need to attract and win more new clients. To learn more about what Tanba.io can offer your agency, visit https://tanba.io/Links & references:Katie Street: https://www.linkedin.com/in/katiestreet/Grace Andrews: https://uk.linkedin.com/in/grace-andrews1/ Kate Munday: https://www.linkedin.com/in/kate-munday-14a8b039/Mike Lander: https://www.linkedin.com/in/mikelander/Get in touch: hello@street.agency
Mike Lander is a successful entrepreneur and expert negotiator, with a proven track record of buying, growing, and selling businesses for seven-figure sums.He has a uniquely valuable perspective on negotiating commercial deals, having worked on both sides of the table as a Procurement Director and an entrepreneur.He now uses his specialist knowledge and experience negotiating hundreds of deals worth £400m+ to empower leaders and sales teams to negotiate more profitable deals with procurement.His Podcast and Articles in "The Drum" are real world, real life techniques that all business leaders and owners need to have to increase, sales, contract depth & length and the differences in just straight sales vs Negotiating.https://piscari.com/FREE : https://ck.piscari.com/email-referral-signup
Could you use a SECRET WEAPON in sales to become better, and more valuable to yourself and your clients?Listen as Patrick introduces you to Mike Lander, your new sales secret weapon.Mike has been hugely successful on both the sales side of the fence, and the buyers side of the fence.Enjoy as he share with Patrick, all the expectations he has as a procurement professional, and how some sales people meet those expectations, some fall short, and all could improve on with just a short listen to this podversation.Mike and Patrick dig deep into the mindset and expectation of most everyone who works in procurement, and uncover how easy it can be to secure the deal, or blow the deal.You will walk away from this podcast with new sales confidence, and refreshed sales capabilities, and your procurement counterparts will appreciate what you have begun to perfect.Want more growth as a professional? SCHEDULE YOUR FREE CONSULTATION WITH ME: https://calendly.com/pksolutionsgroupOr, just choose "SHOP" at https://www.pksolutionsgroup.com , and purchase your own individual edition of bonus content from any of our podversations.©2021 -2022 PK Solutions Group. All rights Reserved.Not to be distributed for commercial use without express permissionEnjoy the easy to understand, and practical approach to improving yourself, and therefore, the world around you, both personally and professionally. Patrick gives you the support, now make hiring his team your next priority to move toward the best results and most positive changes you could imagine.Support the showSupport the show
Mike Lander is a successful entrepreneur and expert negotiator with a proven track record of buying, growing, and selling businesses for seven-figure sums. He's raised over £6.5m of acquisition/growth capital in his career and grown companies to over £20m revenue and £4m EBITDA. Mike has a uniquely valuable perspective on negotiating commercial deals, having worked on both sides of the table as a Procurement Director and an entrepreneur. In one of his roles, Mike worked as a Procurement Director for what is now one of the world's largest RPO/MSP organisations worth in excess of $1bn where he negotiated 100s of deals with staffing agencies. He launched Piscari in 2010 and leveraged his specialist knowledge and experience negotiating hundreds of deals worth over £400m in total to empower leaders and sales teams to negotiate more profitable deals, especially when procurement is involved.
Mike Lander is a successful entrepreneur and expert negotiator with a proven track record of buying, growing, and selling businesses for seven-figure sums. He's raised over £6.5m of acquisition/growth capital in his career and grown companies to over £20m revenue and £4m EBITDA. Mike has a uniquely valuable perspective on negotiating commercial deals, having worked on both sides of the table as a Procurement Director and an entrepreneur. In one of his roles, Mike worked as a Procurement Director for what is now one of the world's largest RPO/MSP organisations worth in excess of $1bn where he negotiated 100s of deals with staffing agencies. He launched Piscari in 2010 and leveraged his specialist knowledge and experience negotiating hundreds of deals worth over £400m in total to empower leaders and sales teams to negotiate more profitable deals, especially when procurement is involved.
Finance and Operations - Doug and Mike spoke about the importance of negotiation skills for both your corporate job and your entrepreneurial career. This type of ability aids you in closing deals and expanding your business. Learn more at https://piscari.com/ (https://piscari.com/) Doug's business specializes in partnering with companies and non-profits to create value and capture cost savings without layoffs to fund growth and strengthen financial results. You can find out more athttp://www.terminalvalue.biz ( www.TerminalValue.biz) You can find the audio podcast feed athttp://www.terminalvaluepodcast.com ( www.TerminalValuePodcast.com) You can find the video podcast feed athttp://www.youtube.com/channel/UCV5a4QbT-dXhpgb-8HJHdGg ( www.youtube.com/channel/UCV5a4QbT-dXhpgb-8HJHdGg) Schedule time with Doug to talk about your business athttp://www.meetdoug.biz ( www.MeetDoug.Biz)
What changes do you need to make to become more profitable this year? On May's edition of the New World of New Biz, Katie Street was joined by Andy Brown, Founder of etc Advisory, Marta Kowalska, Procurement Consultant at Booking.com, Mike Lander, CEO at Piscari, and Rob Sandbach, Managing Director at Indiespring to share their insight on how to price to win more new business.In this episode you will hear: What pricing strategies brand procurement look forAre the days of retainers in the past?Why it's so important for agencies to price for their valueDifferent ways you can approach your pricing Links & referencesKatie Street: https://www.linkedin.com/in/katiestreet/ Andy Brown: https://www.linkedin.com/in/andybrownprofile/Marta Kowalska: https://www.linkedin.com/in/marta-k-kowalska/Mike Lander: https://www.linkedin.com/in/mikelander/Rob Sandbach: https://www.linkedin.com/in/robsandbach/Our SponsorSeries 6 of Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships, and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners. The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency.
If you want to learn anything at all about the impact of increasing the quality of your negotiation skills, THIS is the episode for you. Expert, life-long negotiator Mike Lander shares his wisdom with host Jim Schubert on this episode of Agents Growth Academy, where they discuss the power of the inquisitive mind on your memory recall, how likening yourself to an annoying toddler can increase your sales rate, and how their learning model will naturally secure a better negotiation every time. 3 Key TakeawaysThere are three ways that you can build professional trust with people and it isn't sitting for coffee and quizzing their favorite color.The inquisitive mind holds more power to recall and implement knowledge than it is given credit for. Use Mike's model and see it for yourself. Preparation, preparation, preparation! This is 80% of a successful negotiation. ResourcesPat Flynn's PodcastGetting to Yes by William Ury, Bruce Patton, and Roger FisherVisit higgle.piscari.com for the Higgle Negotiation WorkbookInfluence by Robert B. CialdiniThe Trusted Advisor by David H. Maister, Charles H. Green, and Robert M. GalfordMike's website: piscari.comMike's LinkedinAbout Mike Landerhas negotiated hundreds of deals over the last 24 years, worth well in excess of £450m. He has been a procurement director for a private equity-backed portfolio company, which is now worth $1bn. Mike is a managing partner at one of the UK's largest Procurement Consultancies, selling businesses for large, 7-figure sums. He raised £6m of debt financing to fund the acquisition and growth of a professional services and education business and has provided negotiation support to clients that has helped them deliver gross margins of over 65%. Mike negotiated the restructuring of £4m of creditors as part of a corporate turnaround, resulting in all creditors being paid out in full. More recently, he sold a high-growth SEN school's business for a large 7-figure sum and delivered procurement savings of over £5m.
Mike Lander is a successful entrepreneur and an expert negotiator based in London, UK with a proven track record of buying, growing and selling businesses. He has a valuable perspective on dealing with commercial deals. He worked on both sides, as a procurement director in MSP organizations and as an entrepreneur. Mike has negotiated hundreds of deals. He is the ideal person to give negotiation lessons based on his experience. Win-Win Negotiations Mike shares that one thing to always keep in mind when in a negotiation is the true motivation of the counterparty. He believes that most deals, in the early stages, are win-lose by their nature, as you're not creating more value for both parties. If measured from a long-term view, deals can be a win-win if one party really grows their business or establishes clients. When trading, you need to look at the risk profile. It doesn't matter the size of the organization when doing business. To become a win-win deal, the important thing is how big that client is going to be as a percentage of your profit in the future. Negotiations Take Time In any kind of deal, the important thing is the attention to detail, as well as your ability to listen and capture what's going on. If you are in an hour-long trade, perhaps the counterpart will pressure you to close the deal at the end of the meeting. The best alternative is always to take a break to reflect on what's been discussed. In this break, go back to the agreed-upon points to make sure you agree. As in the heat of the moment, they can go unnoticed. The question often arises: who should make the first offer? But there is no rule, and it depends on each deal. What makes somebody a skilled negotiator is to know the situation and feel. Be careful with the last minute cheapskate. If you're negotiating with a company for a while and there's no tension in the deal, don't be surprised when they try to pay cheaper than agreed. Choose a Business Framework Mike shares that having a framework for your deal negotiation is essential. Without one, you can't negotiate. He uses the simple four-step process that allows anyone to negotiate anything: 1 - What are the goals of each side or the interests of each side? 2 - How long is it still going to take to close the deal? 3 - Which issues come up during the deal, who raised it and what's behind it? Lessons From Mike Lander In the industry, Mike Lander notes that negotiation frameworks have changed very little in the last 15 years. When three or four buyers may be interested in your company, the challenge that presents to most entrepreneurs, no matter what scale, is how do you negotiate the deal properly. He advises having people who are in the deal space who know how to run a process, and especially, know how to create tension. If you don't engage the right professionals to help with the deal, you might have no money in your pocket. An important part of the negotiation is negotiating commercial terms that don't stretch your working capital too far. In Mike's experience, he shares that it's necessary to have deep insights into your sector and client issues. As a procurement professional, Mike says everyone thinks their work is only about price. But that is not true, anyone can buy cheap, but you can't buy quality and high-quality delivery and timely delivery. As a buyer, it is necessary to create value for your organization. Building Relationships For Negotiations It is necessary to see negotiations as the beginning or the continuation of relationships. In the industry you are in, you need to realize that you will see your counterpart again and again. Be careful and strive to have an ongoing relationship. If you don't see it that way, you may even win the negotiation, but you will lose the relationship. I believe that my success comes from the relationships I've built over the years. And also because I'm always catching up. In 2015, I decided to go virtual in my business. When the pandemic came, we had no adjustment. We're already operating that way. Nothing changed in the relationship with my clients. Cash Flow Control Many companies get into trouble as they don't manage capital. Once you get past being a really small company, you can't survive on a spreadsheet. You need a system to manage that cash flow. To improve this management, the ideal is to organize within the month, not at the end or beginning of the month, because on a day-to-day basis, you need to know your cash flow absolutely. For better control, there are some simple rules to help: - Have six months of cash on the balance sheet - Have your investment capital on top - Have a separate bank account with your tax payments and trading account If you concentrate everything on the same account, you're taking loans from other parts without analyzing the impact where the money's coming from. The last thing I want to remind you about is that negotiating tactics are useful things to know. But they are not rules to be blindly followed. It all depends on the situation. And the more experience you have, better negotiations will happen. To connect with Mike for more: Website: https://piscari.com/ LinkedIn: https://www.linkedin.com/in/mikelander To connect with Corey for more: Website: https://www.coreykupfer.com LinkedIn: https://www.linkedin.com/in/coreykupfer Facebook: https://www.facebook.com/CoreyKupfer Twitter: https://twitter.com/coreykupfer
Negotiating is NOT rocket science it just takes skill. In this segment, Mike Lander shares the secret sauce on how to master negotiations. 1. Objectives 2. Timelines and Milestones 3. Negotiation Variables 4. Issues or Challenges from the Deal Know the difference between these to set yourself up for success. 1. Preparation 2. Confidence 3. Framework WHO IS MIKE? Mike Lander is a successful entrepreneur and expert negotiator with a proven track record of buying, growing, and selling businesses for seven-figure sums. He's raised over £6.5m of acquisition/growth capital in his career and grown companies to over £20m revenue and £4m EBITDA. Mike has a uniquely valuable perspective on negotiating commercial deals, having worked on both sides of the table as a Procurement Director and an entrepreneur. In one of his roles, Mike worked as a Procurement Director for what is now one of the world's largest RPO/MSP organizations worth more than $1bn where he negotiated 100s of deals with staffing agencies. He launched Piscari in 2010 and leveraged his specialist knowledge and experience negotiating hundreds of deals worth over £400m in total to empower leaders and sales teams to negotiate more profitable deals, especially when procurement is involved. He is also the Chairman of a successful SEO Agency https://resignal.com/ MIKE'S CALL TO ACTION Subscribe to our insights and tactics email series. Simply visit https://piscari.com/ and enter your details. https://www.linkedin.com/in/mikelander/ https://higgle.piscari.com/ https://www.thedrum.com/opinion/2021/09/02/how-ace-salary-negotiation-both-sides GENESIS'S INFO https://thehello.llc/GENESISAMARISKEMP CALL TO ACTION Subscribe to GEMS with Genesis Amaris Kemp Channel, Hit the notifications bell so you don't miss any content, and share with family/friends. **REMEMBER - You do not have to let limitations or barriers keep you from achieving your success. Mind over Matter...It's time to shift and unleash your greatest potential. If you would like to be a SPONSOR or have any of your merchandise mentioned, please reach out via email at GEMSwithGenesisAmarisKemp@gmail.com --- Send in a voice message: https://anchor.fm/genesis-amaris-kemp/message Support this podcast: https://anchor.fm/genesis-amaris-kemp/support
Welcome to Episode 401 of the Yeukai Business Show. In this episode, Mike Lander discusses how to level up your negotiation and sales life. So, if you want to know more about negotiation, tune in now! In this episode, you'll discover: Piscari Sales Negotiation and RFP support overview110821 The Drum and Piscari case study 110821 Versiti Case Study About Mike Lander Mike is a successful entrepreneur and expert negotiator, with a proven track record of buying, growing, and selling businesses for large seven-figure sums. Mike has a uniquely valuable perspective on negotiating commercial deals, having worked on both sides of the table as a procurement director (buyer) and an entrepreneur (seller). Mike now uses his specialist knowledge and experience of negotiating hundreds of deals (worth £400m+) to help business leaders and sales teams to negotiate more profitable deals, with his step-by-step guide, especially when they meet tough procurement negotiators. Mike's step-by-step negotiation guide is now a workbook you can buy here https://higgle.piscari.com/ More Information Learn more about negotiation at https://piscari.com/ LinkedIn Thanks for Tuning In! Thanks so much for being with us this week. Have some feedback you'd like to share? Please leave a note in the comments section below! If you enjoyed this episode on the secrets of negotiation, please share it with your friends by using the social media buttons you see at the bottom of the post. Don't forget to subscribe to the show on iTunes to get automatic episode updates for our "Yeukai Business Show !" And, finally, please take a minute to leave us an honest review and rating on iTunes. They really help us out when it comes to the ranking of the show and I make it a point to read every single one of the reviews we get. Please leave a review right now Thanks for listening!
The Smart Passive Income Online Business and Blogging Podcast
#540 I've been hogging the mic here on the SPI Podcast. Yeah, I've shared some airspace with some amazing guests in the 500+ episodes we've published. But there are still so many talented, amazing teachers and storytellers in our community. I wanted to see what would happen if we had some of them join us on Fridays to share what they know with all of us. So today, we have the pleasure of bringing in SPI Pro community member Mike Lander, who you might remember from an earlier episode of AskPat. Mike helps people become better negotiators. He packs a ton of great insight into this short episode, including his simple, step-by-step guide to negotiate anything and get a better outcome every single time. Show notes and more at SmartPassiveIncome.com/session540.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
D & B sit down with Mike Lander, Chief Executive Officer for Piscari Ltd to hear his advice on how to approach any contract negotiation. He speaks of the need for preparation, deliberation, and calm as the methods to effectively and assertively establish your needs and negotiate with your employer. It's a great episode for anyone preparing for a performance review, asking for a raise, or looking to agree to a new contract in the new year. --- Send in a voice message: https://anchor.fm/willwork4podcast/message
D & B sit down with Mike Lander, Chief Executive Officer for Piscari Ltd to hear his advice on how to approach any contract negotiation. He speaks of the need for preparation, deliberation, and calm as the methods to effectively and assertively establish your needs and negotiate with your employer. It's a great episode for anyone preparing for a performance review, asking for a raise, or looking to agree to a new contract in the new year. --- Send in a voice message: https://anchor.fm/willwork4podcast/message Support this podcast: https://anchor.fm/willwork4podcast/support
We meet another amazing post-corporate, self-operated businessman who could not resist the call of entrepreneurism on today's episode of The Prosperity Perspective Podcast. Host Liam Leonard talks allocation preparation and the core elements of what EVERY entrepreneur should know before they decide to launch, along with our guest Mike Lander, who has had his fair share of trials and errors. But like so many other intelligent businesspeople, Mike wanted to lead a life where he wasn't married to the office/climbing the ladder, and he wanted to use his personal skills to help others in a successful niche. Tune in today to get scoops of wisdom that Mike freely gives to any entrepreneur looking to try something new, whether that's taking the business to the next level or starting from scratch. The call of entrepreneurship will become clearer to you in this episode as Mike explains that “If I look back...would l have stayed? I don't think I would. But If I had seen the entrepreneurial journey and what it takes, I'd have been tempted.” 3 Key TakeawaysThe two ways of being an entrepreneur.Why you MUST have 12 months of survival savings.The necessity of doing 5 different things every year with your company to ensure financial security against risks.About Mike LanderMike Lander is a successful entrepreneur and expert negotiator with a proven track record of buying, growing, and selling businesses for seven-figure sums. He's raised over £6.5m of acquisition/growth capital in his career and grown companies to over £20m revenue and £4m EBITDA.Mike has a uniquely valuable perspective on negotiating commercial deals, having worked on both sides of the table as a Procurement Director and an entrepreneur. In one of his roles, Mike worked as a Procurement Director for what is now one of the world's largest RPO/MSP organisations worth in excess of $1bn where he negotiated 100s of deals with staffing agencies.He launched Piscari in 2010 and leveraged his specialist knowledge and experience negotiating hundreds of deals worth over £400m in total to empower leaders and sales teams to negotiate more profitable deals, especially when procurement are involved. Connect with Mike LanderLinkedIn: @MikeLandeR, @Biscri
AskPat 2.0: A Weekly Coaching Call on Online Business, Blogging, Marketing, and Lifestyle Design
#1192 Today we've got a great conversation with Mike Lander from Piscari. Mike helps sales and account teams learn how to negotiate through his online courses and consultations. He's been productizing some of his services and started to diversify, but he needs help generating more income from his courses. We discuss not just how to diversify smartly, but how Mike can lean into some of his superpowers and position his digital course to generate more sales. Mike is in the B2B space, which is a little bit different from many businesses that work directly with consumers, but the strategies and principles we talk about can apply to lots of businesses. So if this Mike's situation sounds like yours, I think you're going to find some amazing information in this episode. In fact, at the very end, Mike says, "Wow, Pat, I have five or six takeaways I can implement right away." So I hope you stick around and listen to this episode, because this is one about superpowers. It's about diversification, productizing, and leaning into the things that make you you. Show notes and more at SmartPassiveIncome.com/ap1192.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
Should you really NEVER split the difference in a business negotiation?There are some things we all need to know how to do to succeed in life and negotiation is one of those things. Chris Voss famously says that everything is negotiation. My guest today is an expert business negotiator and negotiation trainer who has always been in the world of business negotiations and boy oh boy, does he have some lessons for us!My guest is Mike Lander from Piscari. Mike is a successful entrepreneur and expert negotiator with a proven track record of buying, growing, and selling businesses for seven-figure sums. He's raised over £6.5m of acquisition/growth capital in his career and grown companies to over £20m in revenue and £4m in EBITDA.Mike has a uniquely valuable perspective on negotiating commercial deals, having worked on both sides of the table as a Procurement Director and an entrepreneur. In one of his roles, Mike worked as a Procurement Director for what is now one of the world's largest RPO/MSP organisations worth in excess of $1bn where he negotiated 100s of deals with staffing agencies.He launched Piscari in 2010 and leveraged his specialist knowledge and experience negotiating hundreds of deals worth over £400m in total to empower leaders and sales teams to negotiate more profitable deals, especially when procurement is involved. In this episode you will:Understand what negotiation actually is and when it startslearn the 2 critical things that you MUST have to be successful in a negotiationdiscover the difference between the two key types of business negotiationfind out whether people really are win-win focused in negotiationssee if you ever should split the differencethe big mistake that gives your opponent all the cardsand more besides in this fun and non-technical chat about business negotiation.Find out more about Mike and negotiation skills at Piscari.com or connect with Mike on LinkedIn. Make sure you're subscribed to the show for more great guests and if you enjoyed this episode, please share it with your network. Your help means the show can continue to grow and benefit even more people and potentially get big-name guests to join us too. Thanks, I appreciate you and go and make great things happen.Grow your list today Start growing your list today for free with Convert KitDisclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to you.Support the show (https://speakinginfluence.supercast.tech/)
In this episode, Mike Lander and Kevin Gibbons discuss how to improve the conversion rate on RFP (Request for proposal), RFP qualifications and success factors, and what the agency can do to stand out. Learn how RFP process is viewed from both buyer's and seller's sides, what is the scorecard and the qualifications for it and how to increase your chances to win.Check It's a Good Start Youtube channel for more episodes and discussion.
Mike Lander is a next level expert when it comes to buying, building, and selling multiple 7-figure businesses. Now leading other business owners through the art of successful negotiations, Mike's experience as both a Procurement Director buying over £400m of services for clients and buying/selling a number of companies as an entrepreneur is helping other up-and-coming entrepreneurs grow their empires through acquisitions and exits. Steadfastly believing in the importance of finding, dominating, and defending your niche, tune in to this episode to learn more about Mike's tried, tested, and true strategy about acquiring businesses, the benefit of scale when it comes to a buy and build strategy, the magic number for EBITDA, the two critical things you need to understand when it comes to selling, and his advice on how to start gathering information if you are an entrepreneur looking to build a business to sell. Connect with Mike Lander Website: https://piscari.com/ LinkedIn: https://www.linkedin.com/in/mikelander/ Facebook: https://www.facebook.com/Piscari-100545984632279 Twitter: https://twitter.com/PiscariLTD YouTube: https://www.youtube.com/channel/UCpVQl9dJRJBXH1Tln5_cVyA Connect with Simon Bedard LinkedIn: https://www.linkedin.com/business-sales-sydney/ Website: https://buygrowsell.com/ Website: https://exitadvisory.com.au/
Mike has a rare perspective on negotiating B2B commercial deals. He has worked on both the sell side and buy side of the fence as a Procurement Director, Managing Partner in a Procurement Consultancy, high-growth entrepreneur and as Chairman of an SEO/Content Management Agency (https://resignal.com/).Hi experience includes:- Ex-Procurement Director for a Private Equity backed outsourcing company which is now worth over a $1bn- Negotiated over £400m of spend across 100s of deals- Built and sold a special education needs school business for a 7 figure valuation- Acquired and grew a Professional Services firm from £10m to £20m turnover- Led the Private Equity practice at one of the largest UK mid-market specialist procurement consultancies.Mike is an accomplished negotiator, entrepreneur, Chairman, Chartered Director, seasoned Board Advisor. Mike specializes in helping companies negotiate better commercial deals with their big clients, especially when Procurement get involved.https://piscari.clickfunnels.com/piscari-negotiation-skillshttps://twitter.com/PiscariLtdhttps://www.facebook.com/Piscari-100545984632279/https://www.linkedin.com/company/1136291/admin/https://www.linkedin.com/in/mikelander/https://piscari.com/
If you've ever questioned, do you ever sweat when it's time to negotiate money? Today, where speaking with Mike Lander from Piscari.com who has negotiated on behalf of major corporations and negotiated the purchase of his first business. Mike teaches the negotiation framework he uses. Take notes. Connect with Mike:https://piscari.com/https://www.linkedin.com/in/mikelanderTake the Quiz: Discover What Type of Professional Are You? https://www.jettestubbs.com/quizLearn what stage you are at in your professional growth and the top progress killers you may be experiencing based on your stage of growth.
In this episode of Honey I Blew Up The Business Dan is joined by Mike Lander, CEO at Piscari and one of London's leading dealmakers. He's negotiated hundreds of deals worth over £400m in aggregate and bootstrapped businesses which he sold for 7 figures. At Piscari, Mike helps smaller companies negotiate better deals with big companies. He co-hosts the “It's a Good Start” podcast where he discusses entrepreneurship for digital and marketing agencies, vlogs and writes for the marketing press. Mike shares the human and financial impact of getting into things you don't understand. He also talks about sticking to your ethics, how a rough put-down in his first interview at the age of 16 sparked a lifelong commitment to learning-by-doing, the commercial value of your network (and how NOT to network), and seeing business as experiments. There are also strategies in the episode about how not to get your leg taken off in your next negotiation!---------------------------------------------------------------------------------------▷ We're now in the top 2.5% of global podcasts - heard in 44 countries! ▷ Big thanks to The Tech Dept - my business - for sponsoring all of this. We build tech products for impact startups www.thetechdept.com▷ Please reach out to me with a DM on LinkedIn ▷ Check out Dan's top three interviews from season 1: How To Turn Your Worst Day Into Your Biggest Breakthrough with Dan Sullivan From Public Speaker To Prison Cell with Peter Sage The Power of F*ck You with Debbie Wosskow, OBE
As we all know, sales is the lifeblood of any business but how many of us actually assess each step of the sales process to see what is working and what needs tweaking. Yes, we might look at overall conversion rates, but do we ever consider the power and importance of the negotiation process (and it is a process as you'll hear in this episode) when we are trying to close more new business? On this instalment of the podcast we are joined by negotiation skills training & sales coaching expert Mike Lander. With a long career in procurement Mike is a poacher turned gamekeeper as he now helps sales teams understand the process that agencies go through when they buy, in order to negotiate in the right way to win more business. If you have ever been frustrated with Procurement people when you're negotiating a deal or felt like you're leaving value on the table at the end of a negotiation then this is the episode for you! In this episode we discuss:The importance of negotiation Why the role of procurement has become even more important The benefit of a strong pipeline in your negotiations The power of building relationships in advance How procurement departments actually make buying decisions How real-world events are still a big play for new business developmentThe importance of understanding your conversation metrics Why procurement wants your agency to make a profitWord on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners. The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency. Links & ReferencesKatie Street: https://www.linkedin.com/in/katiestreet/Mike Lander https://www.linkedin.com/in/mikelander/Embrace procurement and negotiations rather than fear it - Mike Lander [7:50]How do you increase cash reserves? You negotiate better rates and extend payment terms - Mike Lander [9:00] Deal size is going down - Mike Lander [9:20] We can never stop learning - Katie Street [11:20]The moment you're emotionally wedded to the outcome of a negotiation, you're doomed - Mike Lander [13:10]When the going gets rough it is always the new biz director everyone is looking to - Katie Street [14:25]Your strongest alternative as a negotiator, if you can't reach agreement, is a strong pipeline - Mike Lander [16:25]Build a relationship with procurement, but don't do it when you're trying to negotiate, do it 18 months in advance - Mike Lander [20:10]I make a category plan - Mike Lander [21:10]What's the burning business issues, what happens if they don't solve it, what is the timing of that, who is the budget holder - Mike Lander [26:40]What's my least acceptable outcome from this deal - Mike Lander [36:50]Where are the value-add things you can give to the client that cost you very little but maintain your price point [38:30]An agency that makes no money on a deal is a bad agency - Mike Lander [40:30]Do the consultative sell - Katie Street [56:25]
Mike Lander is a master negotiator, author, and CEO of Piscari, which trains execs how to negotiate the right way. He shares the structure and process that professional negotiators use to get what they want.
SummaryMike Lander,Left school when he was 16 years old. And as he went out hunting for work, he got told by multiple potential employers that he just wasn't going to get very far. And he wasn't very clever. He wasn't very capable. And instead of letting that stop him, he actually went out and found a mentor, and ended up doing an MBA. And then he ended up after a number of years working for KPMG, which is one of the big five consulting firms. And then he went on to then buy and then sell a successful business, and then set up his own successful business again.Trudy & Mike also talk about –1.All of the critical skills that you need to make a business succeed.2.Needing to have really good client service skills, and how you have to understand and be able to read finance and financial reports.3.The need to be able to sell your own products and services.4.Focus on the things that you love doing and you're very good at and find someone else that's got complementary skills to do the stuff that you can't.5.How you can manage your cash flow statement so that your business doesn't go bust is a fundamental skill of an entrepreneur.6.How you can manage your cash flow statement if you don't understand it, don't just go, oh, I'll get a bookkeeper, it'll be fine. It's, it's the thing that will make you go bust.7.So when you leave a big corporate job, if you haven't learned those skills, my advice would be to learn them before you leave.8.Deliver client excellence, you need to be focused, you need to be in the moment present, not doing other stuff not distracted to deliver what they've asked you to work on.9.I think it's important that before you start that business as you step off that corporate platform, which pays your salary every month, you know, the basic skills.10.It's really simple. If you can't sell what you deliver, as a service or product, don't expect someone else to do it for you.The transcript for this episode can be found here.ResourcesLinkedinTwitter( Rss Feed )Next-Level NegotiationPiscariToday's GuestsMike LanderIs a successful entrepreneur and expert negotiator, with a proven track record of buying, growing, and selling businesses for seven-figure sums.He has a uniquely valuable perspective on negotiating commercial deals, having worked on both sides of the table as a Procurement Director and an entrepreneur.If you'd like to reach out and say "hi" you can find Trudy on LinkedIn.
In episode 69, host Eric Dickmann interviews Mike Lander. Mike has had an eclectic career including engineering, project management, high-value consulting, and entrepreneurship. His start in life was like any kid growing up in a working-class family. His first job was at 16 when he left school and joined an engineering company as an apprentice. The remarkable bit was at the age of 42, Mike raised several million pounds from a UK bank and grew a consultancy to over 120 people.Mike is an accomplished entrepreneur, Chairman, Chartered Director, and seasoned Board Advisor. Mike now specializes in helping suppliers negotiate better commercial deals with big clients, especially when Procurement gets involved.For show notes and a list of resources mentioned in this episode, please visit: https://fiveechelon.com/how-to-negotiate-with-business-clients-s5e3/ A fractional CMO can help build out a comprehensive marketing strategy and execute targeted campaigns designed to increase awareness and generate demand for your business...without the expense of a full-time hire. The Five Echelon Group - Fractional CMO and strategic marketing advisory services designed for SMBs looking to grow. Learn more at: https://fiveechelon.com
In this GYDA Talks, Robert talks to Mike Lander. Mike is a successful entrepreneur and expert negotiator with a proven track record of buying, growing, and selling businesses for seven-figure sums. He’s raised over £6.5m of acquisition/growth capital in his career and grown companies to over £20m revenue and £4m EBITDA.Mike has a uniquely valuable perspective on negotiating commercial deals, having worked on both sides of the table as a Procurement Director and an entrepreneur. In one of his roles, Mike worked as a Procurement Director for what is now one of the world’s largest RPO/MSP organisations worth in excess of $1bn, where he negotiated hundreds of deals with staffing agencies.He launched Piscari in 2010 and leveraged his specialist knowledge and experience negotiating hundreds of deals worth over £400m in total to empower leaders and sales teams to negotiate more profitable deals, especially when procurement is involved.Robert and Mike discuss:Dealing with procurement– what’s the backstory where you end up discussing this?When do we see procurement?Is everything true that they say about procurement?Where is the sweet spot under the shadow of procurement?How is it different from dealing direct with the owner-founder?What are the bear traps, tools, tips, techniques… What to do with an RFP?Negotiating and selling a business – what are the bear traps? What are the rules?Agency growth: are there secrets of success? What do you need to do to grow an agency?What would a ‘fit’ agency look like in 12 months? This is a bite-size version of the hour-long video. To watch the rest head on over to www.GYDAmemberhub.com
Naked Marketing Podcast with Guest, Mike Lander Welcome to the Naked Marketing podcast where we get honest about marketing mistakes! On the show today we have Mike Lander, CEO of Piscari Ltd from the UK. Mike specializes in helping marketing agencies negotiate better deals when working with big clients' procurement people. He tells us about his... continue reading »
https://youtu.be/fvkxSGKstP4 Mike Lander, CEO of Piscari Limited and Chairman of Re:Signal, a consultancy agency that drives organic growth for ambitious brands, in the UK. --- Pursue Passion, Conserve Cash with Mike Lander Our guest is Mike Lander, who is the CEO of Piscari Limited in London, UK, which helps clients negotiate better procurement contracts with big companies. He's also the chairman of Re:Signal, a consultancy that drives organic growth for ambitious brands. Mike also advises professional staffing companies on organic growth, and he graduated with a degree in marketing, and then he also got his MBA in finance and strategy for Cranford University. So, welcome, Mike. It's great to have you. It's great to see you. Thank you for inviting me. It's great to have you. You're our first European, although I don't know if you think of yourself as European anymore. I definitely do. I always will. You're a Remainer then, probably. I'm definitely a Remainer. Definitely a Remainer. So, Mike, so tell me a little bit, I mean, you are in interesting businesses, involved in several consulting firms, are really growth focused. Tell us a little bit about your entrepreneurial journey. How did you end up here? Sure. If you go right back to when I was kind of like 16, so a young boy, very, very shy, didn't think I'd do much, lacked self-confidence, let's say. And at 16, I always thought, kind of knew I wanted to run my own business. I don't know why, but I always thought I'd like to run my own business one day. And as you go through the kind of the journey, I started working for big companies. So I ended up working for some very big companies, people like Barclays Bank and KPMG, so really big firms. And that was until the age of about 30, somewhere around there, probably, maybe 36. And as I went on that journey of working with big companies, you learn really good skills about how do you operate inside big companies, governance, process, systems, discipline, hierarchy. And although they sound awful and bureaucratic, they're great skills to learn. And then I went freelancing. So interesting, I guess, snippet for your listeners is, you know, I went independent in about, well, 2002, I guess, 2000, 2002. And I thought I was building a business and I wasn't. I was being a freelancer. People wanted Mike Lander. They wanted to use me as a, at that time, a kind of project manager. I was a very good project manager. And that's what they wanted. When I learned that, it made me really think about, don't fool yourself that you're building a company if you're just a freelancer. Being a freelancer is absolutely fine. It's a great life. But don't think you're building a company. And so in 2006, I'd been working with a company as a freelancer. They were the consulting company. I was their freelancer. And they were looking to sell the company. And I over lunched one day to the guy that owned it. I said, I'll buy it off you. And he kind of choked on his food and said, but you've got no money or not enough to buy it. And I said, well, if I can find the money, we'd use some of the company if we get to the right deal. And talking to his business partner, they in the end, they agreed. And it was the first time that I'd really moved from being an independent freelancer into owning a company. And I bought that company. I raised several million pounds from banks in the UK back in 2006, 2007, and I bought that company. I ended up running, we had about 120 consultants at one point. We ran a £50 million government contract. We'd upsold £10-15 million of the contract value. By anyone's standards, it was quite a big consultancy. And I was, at that point, virtually the 100% shareholder and the chief exec. So I kind of went from being a freelancer to being an entrepreneur at some scale. A lot skills so that's definitely a fascinating story. And you know, we have some things in common. So I started my career with KPMG actually in London. Ah, I was at KPMG.
Mike Lander is the CEO of Piscari, a London based consulting firm specialized in Procurement. He provides negotiating advise to founders, CEOs, and directors to improve their negotiation capabilities of their commercial teams and provide deep insights into the mind of the procurement buyer. The procurements departments are always under pressure to take care of every cent of their budget. You need to always research your customers and look for data that can help you in the negotiations. If you don't do your research, the other side will have the upper hand. The market on procurement analytics has grown a lot, producing huge insights. The ability to take finance data, procurement data and third party data easily accesible produces a huge advantage. This is also a big reason why procurement departments are investing on CLM softwares to bring all this information into a single place with their contracts, which includes all the details on every closed deal. Mike's LinkedIn: [https://www.linkedin.com/in/mikelander/](https://www.linkedin.com/in/mikelander/) [https://piscari.com/](https://piscari.com/) [mike@piscari.com](mailto:mike@piscari.com)
Who are these procurement people and what do they want? What are their priorities and personas? In this episode, Mike Lander is sharing his expertise (having managed over £400M of Procurement spend as a Procurement Director and Managing Partner in a specialist consulting firm) in the procurement process and discusses deals from the buyers and sellers sides.Learn more about RFP qualification, the Procurement Success Equation© (a real-life example scoresheet presented) and how to prepare your negotiating strategy to negotiate towards a mutually beneficial outcome.Check It's a Good Start Youtube channel for more episodes and discussion.Thanks to Ricky Chopra for writing and producing our Podcast music - https://open.spotify.com/artist/1sFRM0m007EC1009ko68sv
In this episode, I interview Mike Lander, CEO of Piscari Limited and Chairman of Re:Signal, a consultancy agency that drives organic growth for ambitious brands, in the UK. Time Stamps [01:16] Mike's entrepreneurial journey [02:25] Mike's transition from freelancing to entrepreneurship [04:49] How Mike managed to buy his first company [07:48] Why timing is an integral part of every company's success [08:50] Mike's first managerial steps in a new company [11:44] How to implement a diversification strategy [12:43] The importance of investing in sectors you completely understand [17:47] How Mike sold his school business [19:43] How to grow an ambitious brand [21:38] Why you need to manage your emotions during negotiations [23:18] Things to watch out for at the negotiation table [25:09] Delivering quality while driving value [27:55] Mike's business strategy model and how he ran his business [29:52] Coaching versus mentorship [32:10] The most invaluable framework in Mike's business toolkit [38:01] Why finding your niche makes it hard for people to compete against you [39:53] Mike's advice to his younger self [42:40] The importance of having mentors Links and Resources: Mike Lander's LinkedIn profile Mike's Website Steve's EOS blog TractionEquity.com https://StevePreda.com
Growing and thriving businesses sometimes get the opportunities to work with bigger commercial fish. These bigger companies have a lot of resources and are experts in contract negotiation. How can small business negotiate better commercial deals with their big clients? Mike Lander, Procurement Director of Piscari, gives his insight on strategically planning your negotiations before you even sit at the table.
Learn from Kevin Gibbons, and Mike Lander, who share their experiences in entrepreneurship, running digital agencies / consultancies and looking at the buyer side perspective, so that you can take what's useful and get off to a good start yourself.In the first episode of It is a Good Start podcast, Mike Lander and Kevin discuss how the Big4 Consulting firms - EY, PwC, Deloitte, KPMG and McKinsey - have successfully established in the consulting landscape. Mike Lander shared. his experience and insight after 6 years of working within the Big 4 Consulting firm environment, what was his journey through KPMG like and key points why these are the well-known and most successful consulting firms ever. The Big 4 became so big and successful, in his experience, because of: The culture they create and therefore the people they attract The business model they built The incredibly strong relationships they built with the C-Suite.Check It's a Good Start Youtube channel for more episodes and discussion.Thanks to Ricky Chopra for writing and producing our Podcast music - https://open.spotify.com/artist/1sFRM0m007EC1009ko68sv
James speaks with Mike Lander who provided an awesome in depth presentation on why project management in so important in any decent size home renovation Look out for the full video presentation on our Youtube channel shortly but if you can;t wait join our facebook group facebook.com/groups/thepropertyrenovationpodcastEnjoy! Don't forget there is far more free and valuable information on our website www.propertyrenovationpodcast.com
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