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