My friend, lawyer and consultant Noric Dilanchian, has a proposal being considered for inclusion in the ChangeThis series of manifestos.
I’m supporting Noric’s bid and encouraging others to check it out and then vote for his bid if they see fit, which I am sure readers of this blog will do once they have checked out Noric’s very informative web/blogsite.
It’s appropriate that Noric is planning to write a guide to deal-making. He has an amazing capacity to understand and articulate the psychology and the architecture, so to speak, of the deal.
He is also a keen blogger and in a short space of time has built what is to me the leading law firm blog in Australia, the Lightbulb blog on IP and commercialisation.
I really wish I’d had such a Deal Making Process Improvement Guide long ago.
Deal-making is a part of daily life but not one we are usually trained for as a matter of course.
Every day, parents do deals with their children, and vice versa. So much car cleaning or sweeping driveways for so much pocket money or other benefits.
Growing up in a political family, I learnt early on about deal-making in the political sphere, especially “getting the numbers”. And for politicians, as well as the intra-party deals and deals with interest groups, which are being made all the time (and often broken!), there is the regular deal of deals to be done with the voters, up to and on every election day.
Obviously, deal-making is a very basic skill for business, any business. Actually, even when I was a public servant I had to set up and negotiate deals. But when I moved years ago into the business arena, with consulting and later coaching, I came to understand that deal-making was an absolutely essential part of the process.
And I think it’s true to say that some people, through personality or training or both, seem better than others at doing deals. Especially those people we have all observed, with an apparently innate trader mentality who understand how to get a great deal and have the other party believing they got a great deal too!
But I believe that for the rest of us there is a lot of deal making knowledge that can be acquired and skills developed.
I’m better at it than I used to be, but I know I still have plenty to learn.
So it’s a thrill for me to see Noric’s proposal up there in the ChangeThis list and it will be an even bigger thrill to see it accepted. I love the ChangeThis philosophy of facilitating, generously and democratically, the spread of ideas and knowledge. And from knowing Noric and his thoroughness I know his guide will add value.
I hope you will visit the site and be impressed enough to cast your vote for The Deal Making Process Improvement Guide, described as:
A simple and practical guide for deal makers making deals for contracts, arrangements and understandings. In a world of specialist lawyers, advisers and consultants for everything, it’s useful to cut through the noise with a practical multi-disciplinary “how to” for deal makers.