The (Real) Art of the Deal by Andy Akrouche

Posted on December 23, 2013


Editor’s Note: in his most recent post expert author Andy Akrouche shows you how to move from “making deals” to “building relationships” with your suppliers.

Relational Contracting Intelligence Blog

With everyone from deal architects to premier transaction firms embracing a “Relationship” mantra when it comes to complex contracting and outsourcing, the true meaning of the word is being lost in a sea of good intentions.  Or to put it another way, just because you say the word relationship, or incorporate it into your negotiation process, does not mean you have a relationship with your trading partners.  This is especially true when you continue to view doing business through a transactional lens.

The fact is that 70% of all long-term outsourcing, futuresourcing and PPP initiatives underperform or fail because they are structured as a deal or a transaction as opposed to a strategic relationship between key stakeholders.  Whatever name you give it, a transaction or a deal is still a deal.

So what is The “REAL” Art of the Deal?  Quite simply it is knowing when something isn’t a deal…

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