"Investment Banking is 10% Financial Analysis and 90% Psycho-analysis" – André Meyer  This blog is about the "other 90%"…

Credibility Account

Midmarket investment bankers, if they are worth their salt, are paid to cause pain. Let me explain. Negotiation, when the stakes are high, is unavoidably a painful process.  It involves give and take and what has to be given (price concessions, risk reversal, commitment) are painful to the party doing the giving.  Therefore, the parties […]

Better Sales than Your Client

Advising successful entrepreneurs can be a tough business.  These people are stubborn – this is why they have made it – You don’t get successful by taking orders. On the other hand, they are (for the most part), reasonable people too.  No one gets successful ignoring the ideas and wisdom of other, worthy people. Success […]