BUILDING A
BUSINESS

Laurie M. Lee, Esq.
Business Attorney

THE FLYERS
THE GROUNDERS
VS.

Photo of a strongly built house
YOU NEED A PLANE.

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CLIENT RELATIONSHIPS
H O N E S T A N D C L E A R E X P E C TAT I O N S

WHAT DOES YOUR CONTRACT SAY ABOUT YOU?
Consumer Side: Every contract gives an
impression.
EXCHANGE CONTRACTS
1) What is your first impression?
Three words.
2) Rate the professionalism 1 – 5.
3) Rate the trustworthiness 1 – 5.
4) Do you clearly understand what
you’ll get?

DOES YOUR CONTRACT PROTECT YOUR BUSINESS?
Business Side: Every contract
has multiple purposes.
PURPOSES:
1) Establishes the exchange.
2) Creates a good relationship to
build on.
3) Provides safeguards.
4) Legally binding.

DOES YOUR
CONTRACT
CREATE A GOOD
RELATIONSHIP?
Trust & Confidence:
Every contract sets the scene.
ALLOWS YOU TO:
1) Show you understand and care.
2) Establish trust by being fair and
direct.
3) Put clients at ease with
explanations.
4) Use easy to understand
language.

CALENDAR
When are you
going to
address this
concern?
AUDIT SHEET:
CLIENT RELATIONSHIPS
CONCERNS
QUESTIONNAIRE

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VENDOR RELATIONSHIPS
U N D E R S TA N D I N G A N D G E T T I N G T H E D E A L

What are vendors?
What has your
experience been like?
Who are your current vendors?
Do you have a written contract?
What is your level of satisfaction?

THE USUAL HIRING PROCESS:
1) The vendor sends or gives you a contract to sign.
2) You glance at it – maybe you actually read it.
3) You realize there are things missing.
4) You realize there are provisions you don’t understand.
5) You don’t ask questions.
6) You don’t negotiate.
7) You sign the contract and hope for the best.
8) A little while later, the vendor makes you mad.
9) You try to fire the vendor but can’t.
10) You get mad and leave things as they are.

SYSTEM FOR DEALING WITH VENDOR CONTRACTS:
1) Read the contract carefully. It matters.
2) Ask questions of the vendor.
3) If you don’t like the terms, negotiate them.
4) If you don’t understand the contract, talk to an attorney.
5) If you’re worried about the contract, talk to an attorney.
6) If you have a mentor, talk it over with a mentor then talk to an
attorney.
7) Do not sign the contract until you are completely comfortable.
8) No crossing your fingers and hoping for the best.
9) Make an informed business decision then take the risk if it’s worth
it.

HANDLING NEGOTIATIONS
Things to Remember:
 It’s always ok to negotiate.
 You always have a choice.
 The most successful businesses
negotiate.
Book Recommendation:
Never Split the Difference by Chris
Voss

CALENDAR
When are you
going to
address this
concern?
AUDIT SHEET:
VENDOR RELATIONSHIPS
CONCERNS
QUESTIONNAIRE

ASSESS
&
PRIORITIZE

Q&A

HOMEWORK