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You Can't Back Down When Your Back Is Against the Wall

Off the Wall: A Column by Alan Weiss, Contributing Editor

One of the most consistent questions I'm asked even when coaching successful entrepreneurs is, "What do I say when they want a reduction in fee?"

What you say is complex and arcane, so you may want to stop here to get a pen and paper, or open your laptop. Ready?

You say, "No."

More time is spent on theoretical and ideological collaboration than on tangible and discreet acquisition and delivery of business. It may be gratifying, but it's not very nourishing.

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