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Part 3. Contract Revenue Like a Pro

Mitigate risk and navigate the contracting phase effortlessly In Part 3 of this deep dive into the "Create, Choreograph, Contract" framework, John and Mark break down what happens between a verbal agreement and a signed contract. They look at the emotional and practical aspects of risk in decision-making processes, how both clients and consultants can manage and mitigate uncertainties, and how to handle other parties like legal and finance in the contracting phase. 0:00 intro 3:35 contracting overview 8:55 warning signs 11:21 understanding objections 15:58 assessing & addressing risk 20:56 negotiate anything but price 27:16 engaging with legal 32:16 engaging with finance