How to Get Deals Signed (White Nights Conference Prague 2017) The official conference website — http://wnconf.com

1. How to get
deals signed
Ilya Salamatov,
Director of Business Development, 101XP

2. How to get deals signed
A deal is a process, a sequence of actions. It’s not spontaneous or sporadic, it can be
measured and analyzed.

3. 1 – Be aware, aka do your homework
- Knocking on everybody’s door is probably not the best idea
- Make sure to do a proper background check
- You have to be bullet-proof and completely prepared while talking about potential
deals
- Communication is the key

4. 2 – Be sure that your offering has value
- Make sure that your projects falls in the field of interest of the potential partner
- Find the ways how both parties can be helpful to each other
- If now is not the best time for the opportunity, it might be in the future

5. 3 – Approach correctly
- Avoid cold contacts
- Try to get warm introduction instead
- Deal with decision makers! It will save you a ton of time on the finishing line

6. 4 – Make a great first impression
- Write a great first email. Not too short. Not too long. 3 paragraphs is just enough
- Presentation is better than text, video is better than presentation
- Send the key data
- And yet, don’t say too much from the beginning

7. 5 – Be a smart negotiator
- If you’re not getting feedback, ask for it
- Email, don’t send texts. It will serve as a proof of your previous arrangements
- Make a conference call, if you’re stalled
- Track your progress
- Don’t forget to make termsheet

8. 6 – Don’t celebrate too early
- Hire a good lawyer
- Take care of the agreement professionally. Make comments, track changes
- Keep working and be cautious, negotiations didn’t stop
- Stay positive until the very end

9. 7 – Follow through
The work only begins when you see the signed agreement
Make sure that all the relevant people connected and have everything necessary

10. Go and sign your next deal fast, efficiently and
with pleasure!

11. Thank you!
Ilya Salamatov, BD Director, 101XP.com
Salamatov@101xp.com