Name: Stepping Stone
AKA: Climbing the ladder, HK Love Affair, Getting the Right Sequence
Description: Using one partner or counter-party as a ploy to negotiate a better deal with a more desirable partner. Working your way up the ladder of potential partners.
Sample usage (Alvin and Bob):
Alvin – “Who is Quantum Associates?”
Bob - “Oh – QA. Yeah – they were an outfit I talked to a year or so ago.”
Alvin – “I met one of their new bizdev managers at a party last weekend.”
Bob – “A salesman from QA? What did he say?”
Alvin – “I didn’t get the impression he’s a big fan of yours.”
Bob – “Ours.”
Alvin – “Yeah. Not a big fan of ours. You backed out of deal with them last year?”
Bob – “No. I pulled out of a negotiation. I learned a lot about them, they learned a lot from me, and we decided not to go forward.”
Alvin – “You pumped them for information and spread the word around that you were moving into the IoT space. Then you signed an exclusive deal with someone else.”
Bob – “That someone else was Mississippi.Com, and that deal is the reason we are sitting here today. Yes, I did use QA to set up the bigger deal. But I never signed or agreed to anything. They were nice enough, but didn’t have much to offer as far as marketing firepower. MisCom did. It was a business decision.”
Intent: Increase the perceived value of your brand or organization by seeming to negotiate with key players in the counter-party’s market or industry.