BCBusiness

February 2020 – First Mover

With a mission to inform, empower, celebrate and advocate for British Columbia's current and aspiring business leaders, BCBusiness go behind the headlines and bring readers face to face with the key issues and people driving business in B.C.

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SOURCE: ABACUS DATA AND THE BC CHAMBER OF COMMERCE most important to them and which areas aren't as relevant." What's your biggest tip? DW: "Practise negotiating all the time, whether that be buying or selling a piece of furniture on Facebook Marketplace or whatever. It may seem silly and uncom- fortable, depending on what you're negotiating. But just try it. In doing so, you gain an advantage on a lot of people who have no experience or ability to negotiate." CM: "Understand a client's skill set, whether that's a hockey player or a lawyer. You have to know the skill set and their specialties and find some ways to leverage those." RM: "I tend to not react to any offer imme- diately. I tend to think about it, contact my client, deliver the offer to them and then tell them the pros and cons, so they have time to think about it and know where the offer sits in terms of the spectrum of publishing offers." What's a lesson from your industry that others can apply to their own? DW: "I've noticed that in my negotia- tions, sometimes the standard offer and counter-offer, back and forth a few times, is reasonable. Whereas in another sector of the industry, I've had people push back and say, Hey, moving forward, can you let us know ahead of time what your client's quote is going to be before we get into this offer situation? Which to me is ridiculous. Everyone knows never be the person to say the number first." CM: "During a negotiation, we'll touch on a player's skill set in very specific ways to differentiate them from other players the team is negotiating with at the same time who would be Plan B and C if our deal doesn't go through. And again, really understanding the leverage you have in a player's ability or a person's ability is paramount." RM: "Patience. It's rare that something lands in my inbox, I love it, send it to a publisher and they say, We love it; here's the offer. Because publishing is done by committee, they need to contact their people before they decide it's a project of interest. From my point of view, I want to see more, read more, see other stuff from the clients before I offer them representa- tion. Generally speaking, it's a marathon, not a sprint." —N.C. ■ Money Talks BC CHAMBER MEMBERS PUT HIGHER PAY AT THE TOP OF THE LIST WHEN ASKED WHAT THEY'VE DONE TO RECRUIT OFFERED HIGHER WAGES OFFERED FLEX WORK INCREASED BENEFITS USED TEMP FOREIGN WORKERS YES 67% 9% 45% 51% 33% 49% 55% 91% NO N G I S E D DIRK C.A. DE VUYST & ASSOCIATES LAW CORPORATION

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