Tips, Hacks And Countermeasures For Negotiating With A Giant

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If you’re working from home amid the COVID-19 pandemic, you’ve probably received a few packages from Amazon. As more people order essentials to deal with “shelter at home” restrictions, Amazon has seen a sudden spike in activity, which is causing them to hire more than 100,000 fulfillment center workers.

To read a transcript of this episode, click here.

If you’re working from home amid the COVID-19 pandemic, you’ve probably received a few packages from Amazon. As more people order essentials to deal with “shelter at home” restrictions, Amazon has seen a sudden spike in activity, which is causing them to hire more than 100,000 fulfillment center workers.

Most Amazon orders arrive on time, and the seller gets paid just fine, but a tiny percentage of orders get mixed up, and that’s where a company called VeriShip helps. VeriShip is in the business of auditing anything that gets shipped by FedEx and UPS and recently acquired a company called Valence, which inspects shipments for Amazon Sellers and recovers a 25% commission when they spot a mistake Amazon has made. J L Needham started Valence, and in this episode, J L describes getting acquired by VeriShip.

This episode is jam-packed with negotiation tips, hacks and countermeasures you can use when negotiating with a giant. You’ll learn:

• Why having a unique idea for a business may be overrated
• How to use an MBA scholarship to find excellent talent for pennies on the dollar
• Who a “deal sourcer” is and how to handle a call from one
• To measure your “risk thermostat.”
• How to leverage industry events to meet potential acquirers
• How to thread the needle between a negotiation poker face and appearing standoffish
• How to make your company look bigger than it is when an acquirer wants to visit your location
• How to measure an employee’s commitment to your business
• The persuasive role text (not email) can play in getting a deal done
• How to psychoanalyze your acquirer
• The difference between qualitative and quantitative valuation
• How to define your “unfair advantage” and capitalize on it when you go to sell

During the negotiation with executives at VeriShip, J L relied on a colleague to help decipher the messages that were coming from the acquirer. He was paranoid about the deal falling apart, and this individual helped J L distinguish between usual deal pacing with real trouble spots. How about you? Do you have an advisor in your corner to help you navigate the process of selling? If not, complete this form, and we’ll get you in touch with one of our Certified Value Builders who are trained in our approach to building the value of your company.

Check out our article on How To Get Your Foot In The Door With A Strategic Acquirer.

Check out our full M&A Glossary

About Our Guest

JL Needham a deal-maker and advocate for businesses pursuing growth on technology platforms. He’s also a bridge-builder and can conceive and run a scrappy startup or operate within a global organization. He has spent 10 years launching ventures and helping brands win in Amazon’s marketplace ecosystem, after spending many years at Google during its hyper-innovative Camelot years.