After leading 160+ transactions on both the sell- and buy-side, there are very clear patterns for what someone across the table that you are negotiating with cares about, and what they don't. Let's strip away the myths so that you can spend the next six months...or six years...getting your firm ready. No, the fact that you are a project to project shop will not scare someone away. I'll walk you through what matters and what doesn't. Some things have indeed changed.
