Committed Partners

I am tiring of business executives and entrepreneurs, who ask my assistance to find a new or replacement strategic partner(s) but then insist that I am remunerated several months later when the partnership enters into “due diligence”, or upon signed agreement. What they fail to understand is that a visceral commitment needs to exist on both sides BEFORE we start work together. Where my promise is to build a peer-level trusting relationship with their ideal partner in a very brief time period, and in return, they provide fair and equitable remuneration. “Fair” does not constitute that I take 100% of the risk in the relationship building phase, where I have little or no control over a successful outcome. It requires a portion of my fee is paid “upfront”. That a great many “search” firms acquiesce to the rubric “the client hates paying fees”, and readily accept “payment on success”, says more about their low level of self-worth and the paucity of commitment to meet the objective than the greed of the client.

© James Berkeley 2018. All Rights Reserved.

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