Strategic Contracts & Technology

We're an advisory practice focused on emerging technology risk, helping companies build safe, scalable and sustainable innovation.

[Strategic Contracts & Technology @SCT_LLC]

Which signal do you rely on most to make that call?

[Strategic Contracts & Technology @SCT_LLC]

Do you recognize the 2 early warning signs that opposing counsel doesn't understand your point yet? I've learned the hard way that misreading this costs you time, credibility, and ground. A thread on reading the room.

[Strategic Contracts & Technology @SCT_LLC]

When the problem is communication, I reframe or explain downstream consequences. When it's substantive disagreement, I press with better evidence. Doing the wrong one signals weakness or burns time.

[Strategic Contracts & Technology @SCT_LLC]

6/6: What's your read on when a negotiation crosses from legal to emotional?

[Strategic Contracts & Technology @SCT_LLC]

Sending a third redraft into the void won't save your SaaS negotiation, it makes it worse.
A thread on reading the room. ↓

[Strategic Contracts & Technology @SCT_LLC]

5/6: You can still be clear, professional, and precise. But stop assuming the next draft will land differently if nothing about the posture has changed.

[Strategic Contracts & Technology @SCT_LLC]

5/5: What's your read when the explanation gets thinner at the same time the position gets firmer?

[Strategic Contracts & Technology @SCT_LLC]

What's the 1st thing you check when a negotiable clause suddenly becomes non-negotiable? I've negotiated enough SaaS deals to spot when the clause didn't change but the process behind it did. A thread on reading rigidity.

[Strategic Contracts & Technology @SCT_LLC]

4/5: I never stop pushing, but I change what I push on. If the rigidity signals uncertainty rather than a firm decision from above, pushing harder against the person in front of you may harden them.

[Strategic Contracts & Technology @SCT_LLC]

Legal isn't the department of "No". Legal is the function that sees risk past the close date. Your job is to learn the difference between friction that protects the company and friction that just slows the deal.

Which of these four has caused the most friction in your organization?

[Strategic Contracts & Technology @SCT_LLC]

Sales calls legal the "Department of No." I have negotiated enough SaaS deals to know what actually causes it. A thread on why legal seems obstructive.

[Strategic Contracts & Technology @SCT_LLC]

But when you do raise the big issues, don't back down just because the room gets uncomfortable.

Political discomfort during a deal is temporary, however, contractual exposure is not.

The alternative is signing something the company will regret once the contract is actually tested.