Global perspectives on business development to help you prosper.
"Business Development" is so much more than sales and marketing. This podcast is for motivated business leaders dealing with complexity, wanting to make changes happen. Brought to you weekly by Andy Baqone and Scott Snowden, you'll get validation that you're on the right track and you'll come away with new ideas to accelerate your plans. From the rocky shores of Lake Ontario and the dreary streets of London, this transatlantic duo opine about the things they wish they'd known long ago - most of which they've just figured out.
Negotiation Tools: Because “I Thought We Agreed…” Is Not a Strategy
“Just sign the contract. It’ll be fine.”Possibly one of the least reassuring sentences in business.In this week’s Tea and Timbits, we’re talking about negotiation tools — and not the kind that require another software subscription, three dashboards and a consultant to explain the dashboard.We mean the practical stuff:• A letter of intent that records what everyone thought they were agreeing to • A negotiation brief that captures objections, boundaries and desired outcomes • A commercial model that makes sure the deal can actually be delivered profitably • A proper handover document so the delivery team doesn’t have to interrogate the salesperson afterwardsBecause the contract is only part of the story.The real danger is all the promises, assumptions and “oh yes, we talked about that” details floating around outside it.We also get into a recent negotiation where changing expectations and a slightly casual attitude to contracts raised a much bigger question: is this actually a business relationship we want?Sometimes the smartest negotiation move isn’t getting the deal signed.It’s knowing when not to.🎙️ Tea and Timbits — global perspectives on business development to help you prosper.#Negotiation #BusinessDevelopment #Sales #Contracts #Leadership
28 Sept 2026
The Negotiation Playbook: Prepare the Plays, Don’t Script the Customer
Negotiations have an annoying habit of refusing to follow the script.
In this episode, we look at why a negotiation playbook isn’t about memorising clever lines or predicting every possible objection. It’s about doing the thinking before the pressure is on.
We dig into setting principles and walk-away points, agreeing internally on what success actually looks like, preparing alternative packages, involving the people who’ll eventually have to deliver what you’ve promised, and even doing a bit of role play before the big conversation.
We also wander into the dangers of waiting for the “perfect” moment to launch something — because sometimes the best validation is simply putting it in front of the market.
Our conclusion? Standardise the preparation, not the customer. Have a playbook, know your boundaries, prepare some alternatives…and then be ready for the other side to completely ignore your beautifully prepared scenario.
9 Sept 2026
Don’t Let the Contract Kill the Deal
A deal can survive months of selling, negotiating and relationship-building… only to wander into legal and emerge looking like it’s been through customs twice.
In our latest episode, we talk about contract reviews and one of the biggest mistakes we see: treating the legal stage as a handoff.
It isn’t.
Legal teams are there to identify and manage risk. Commercial teams still need to stay involved so the agreement reflects what was actually promised, what the customer values, and what the business can realistically deliver.
We cover:
• Why “standard terms” aren’t always commercially neutral
• Why a legally acceptable clause can still be operationally painful
• Why sales shouldn’t disappear once the lawyers arrive
• Why reading the contract yourself is still worth the effort
• And why legal should be an adviser, not automatically the gatekeeper
Our basic rule: if the contract makes a good deal impossible to deliver profitably, the paperwork hasn’t protected the deal—it’s changed it.
And yes, we have a few contract-war stories. Apparently we’ve collected more of them than we realised.
#BusinessDevelopment #Negotiation #Contracts #Sales #CommercialStrategy #Legal #B2B
Podcast Authority Score: 34 / 100
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hosts of Tea and Timbits host the show. Published by Scott Snowden + Andy Baqone.
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