Weekly insights on how to perform when it matters | High-stakes decisions. Real situations. No BS. | 👇JOIN +2k readers 👇
You always have more leverage than you think
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Look. Leverage is not only what you can actually do. It is what the other side believes you can do. That matters. Especially in big infrastructure projects and SPVs. Every contractor, operator, supplier, authority and shareholder is constantly assessing two things: What can they gain? And what could they lose? Find that out, and you start negotiating properly. Not emotionally. Not aggressively. Properly. You understand what matters to them. You understand what they fear. And you use that information to improve the outcome for the asset. Sometimes the leverage is real. Sometimes it is contractual. Sometimes it is commercial. Sometimes it is simply the perception that you are prepared to act. That is enough. Oh, yes… More than enough. Negotiation is one of the three ways I use to optimise infrastructure assets and SPVs. Only one. Would you like to know the other two? Book a discovery call below. Let’s see where your asset is leaving value on the table. Just PPPs. No BS.
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Vicente Valencia
Weekly insights on how to perform when it matters | High-stakes decisions. Real situations. No BS. | 👇JOIN +2k readers 👇
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“Operations are fine”, they said. Reports are produced. Meetings happen. Budgets are updated. And, little by little, budgets are not respected. A KPI deduction is untransferable. The client gives up trying to agree a Change Notice with the Project and call other contractors. Relationships are not that great anymore. An unresolved and relatively small claim becomes the common theme anytime the SPV meets with CJV… Value disappears… silently. One year after the other. Costs unchallenged....