Ask an Entrepreneur Series: Negotiating as a nobody entrepreneur

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Entrepreneurs enter the world armed only with the conviction that their idea – whatever it is – will generate value for users. Even when they’re right the most we can hope for is that those users, along with all those others who they need up and down the value chain to build and deliver their product, are sufficiently intrigued by your ‘thing’ to try it for free.

At the outset this may be the best we can do since we need those use cases to demonstrate and hone our product. But as someone once said, ‘What’s given for aught is valued at nought’. Founders must start charging early on but are often reluctant – even apologetic – about doing so from a position of weakness and gratitude.

How do you get out of this terminal rut – capturing value when you have the least to negotiate with?

Richard Savage is an expert in this area. Not only has he honed his skills founding six companies, but he has gone on to train thousands to negotiate with multinationals, charities and governments. His story and skills will motivate every entrepreneur whatever their stage.

The event was facilitated by Jeff Skinner, Executive Director of Institute of Entrepreneurship and Private Capital.

This event series is organised by the Institute of Entrepreneurship and Private Capital at the London Business School together with The Company of Entrepreneurs