Alex Carter

But I also brought a really high level of excellence to every job I did. And I treated it, I treated the keynote like a negotiation because I see negotiation as problem solving. I don't sell. I problem solve. I serve people. And I tried to serve each one of my clients at a really high level because I knew that then somebody else was going to pick up the phone and call me. And that's what happened.

But I also brought a really high level of excellence to every job I did. And I treated it, I treated the keynote like a negotiation because I see negotiation as problem solving. I don't sell. I problem solve. I serve people. And I tried to serve each one of my clients at a really high level because I knew that then somebody else was going to pick up the phone and call me. And that's what happened.

The place that I started for business development is the same place I start in negotiation. I sit down and I ask myself, what's the problem I want to solve? Most of negotiation success, and if you're in a company, most of your innovation success is really about picking the right problem to solve. That is where most innovation happens or doesn't.

The place that I started for business development is the same place I start in negotiation. I sit down and I ask myself, what's the problem I want to solve? Most of negotiation success, and if you're in a company, most of your innovation success is really about picking the right problem to solve. That is where most innovation happens or doesn't.

And so I started thinking about what are the problems out there that I know I can help people solve that aren't being solved yet, right? And so I started thinking specifically about people in relationship-oriented businesses

And so I started thinking about what are the problems out there that I know I can help people solve that aren't being solved yet, right? And so I started thinking specifically about people in relationship-oriented businesses

and how I knew that I had an approach to negotiation that simultaneously was gonna help people build stronger relationships and maintain those relationships even as they were making more money in the process. And so I started thinking about, okay, who's in the relationship business? I mean, spoiler alert, Ilana, most people are. which is the reason, right, that business has been quite good.

and how I knew that I had an approach to negotiation that simultaneously was gonna help people build stronger relationships and maintain those relationships even as they were making more money in the process. And so I started thinking about, okay, who's in the relationship business? I mean, spoiler alert, Ilana, most people are. which is the reason, right, that business has been quite good.

But I started thinking about, and within different industries, what are problems that I could help people solve? For example, in certain industries, it could be tech, it could be insurance, There's been a lot of M&A activity. And so part of the problem people want to solve is thinking about how do we harness all of the new power under our roof?

But I started thinking about, and within different industries, what are problems that I could help people solve? For example, in certain industries, it could be tech, it could be insurance, There's been a lot of M&A activity. And so part of the problem people want to solve is thinking about how do we harness all of the new power under our roof?

How do we negotiate together for the best business development results? How do we tell the story of our new company in a way that induces people to work with us? And so whatever it is for every industry, I'm always going back to the problem I want to solve. And that is one of the first questions I ask clients or potential clients on the phone. I want them to tell me about their business.

How do we negotiate together for the best business development results? How do we tell the story of our new company in a way that induces people to work with us? And so whatever it is for every industry, I'm always going back to the problem I want to solve. And that is one of the first questions I ask clients or potential clients on the phone. I want them to tell me about their business.

I also, Ilana, want the individual to tell me about themselves. Because Ilana, if you are the executive at the company that I'm negotiating with, I don't just want to help your company. I want to think about how I can help you. Where are you looking to go in your career? What do you want to show on your next performance review?

I also, Ilana, want the individual to tell me about themselves. Because Ilana, if you are the executive at the company that I'm negotiating with, I don't just want to help your company. I want to think about how I can help you. Where are you looking to go in your career? What do you want to show on your next performance review?

And how can I, in the context of working together, help you towards your career goals while we're also just crushing it for the company? So always, always starting with the problem we want to solve.

And how can I, in the context of working together, help you towards your career goals while we're also just crushing it for the company? So always, always starting with the problem we want to solve.

So let me tell you there. Let's take that as an example. I'm working really hard. Can you give me a promotion? I want to talk about two issues with that. The first is I'm working really hard. What are the problems that your boss needs to solve in the company? What are the problems that the company is needing to solve? And how are you being impactful already in solving those problems?

So let me tell you there. Let's take that as an example. I'm working really hard. Can you give me a promotion? I want to talk about two issues with that. The first is I'm working really hard. What are the problems that your boss needs to solve in the company? What are the problems that the company is needing to solve? And how are you being impactful already in solving those problems?

This is why we start with the problem we want to solve because then I'm leading that conversation by saying, Ilan, I'm so glad to sit down. Wanted to thank you for your support and mentorship and to say, I'm so excited to show you these results over the last year that show we're making significant progress toward that major goal that we've set as a company and as a division, okay?

This is why we start with the problem we want to solve because then I'm leading that conversation by saying, Ilan, I'm so glad to sit down. Wanted to thank you for your support and mentorship and to say, I'm so excited to show you these results over the last year that show we're making significant progress toward that major goal that we've set as a company and as a division, okay?