3/12/2003 09:18:43 PM|||Travis|||

And now it becoming Travis' monthly grind!

It seems that more and more my time is devoted to signing the first deal for our studio. It is very exciting- my first big business deal. All the dynamics going into it... let me explain.

First you have The Art of War, by Sun Tuz, or something like that. He was a famous military commander who led his troops to victory time and time again because he understood things about people. Some of his lessons are directly translatable over to a business environment. Know yourself and your enemy are two things he harps on that are very important. If you do not know exactly what it is you want and the strenghts and weaknesses of your enemy, you are lost. A Harvard Business Review article links this concept directly into the business world by creating a systematic process for going into a negotation.

First, specify very clearly what it is you are trying to attain. While this could sound simple, most people assume they already know what want. They don't think about it, and so they faulter when the time comes. They are violating Sun Tuz's advice- you must know thyself.

Next analyize the strengths and weaknesses of the other side. There are entire books written about this practice, generally refered to as a Strengths Weaknesses Opportunits and Threats analysis (SWOT). This is key, you have to know what you are getting yourself into and who you are dealing with. Google these people and find out as much as you can about them so you know their history.

Clearly define thier percieved opportunity. Why are they talking to you? This becomes increasinly important to understand if you want to know the strategy that they are going to use on you. If you know their strengths and what they want, then you can dance must faster.

The last step is to take the first three steps and clearly link them together in a single, short sentence. Each word in this sentence is carefully crafted and the entire thing should be less than 15 words. This is the frame, the mantra that you repeat to them everytime you talk. It sets the tone and pace of the conversation. It openly addresses your objective, their strength and percieved opportunity. It creates the atomnesphere so that everyone can get what they want.

I noticed that it when I use this tatic, I can get much further with people. Spending 15 minutes to prepare before each call is completely neccisary, and I should have a frame for each person I talk to. Always mention it, modify it when I learn more information and keep it close. It is the one big hitter I have so far- it got Brett to drive 2 hours to see what we had. It is going to get many more to do the same.

Damn, I love interactive entertainment and business.

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