>My dad, an astute businessperson and salesman, was very fond of trading goods and services. For instance, the hot, Black Mustang convertible he drove was traded for advertisinI received an inquiry the other day from an organization that’s inviting me to speak before its staff.

Small problem: they can’t pay me my standard fee.

Well, scratch them off them off the list, right?

Wrong.

If I’ve learned anything in my consulting career, it is the wisdom in the phrase, “Mighty trees come from tiny acorns.” A prospect may seem small, but that’s only what a snapshot will reveal. Look deeper, and you’ll start to detect its potential, which can be phenomenal.

Here are seven things that should be considered before we dismiss a potential deal as being impossible to make:

(1) What additional forms of compensation can they offer, besides money?

My dad, an astute businessperson and salesman, was very fond of trading goods and services. For instance, the hot, Black Mustang convertible he drove was traded for advertising

ch them off them off the list, right?

Wrong.

If I’ve learned anything in my consulting career, it is the wisdom in the phrase, “Mighty trees come from tiny acorns.” A prospect may seem small, but that’s only what a snapshot will reveal. Look deeper, and you’ll start to detect its potential, which can be phenomenal.

Here are seven things that should be considered before we dismiss a potential deal as being impossible to make:

(1) What additional forms of compensation can they offer, besides money?

My dad, an astute businessperson and salesman, was very fond of trading goods and services. For instance, the hot, Black Mustang convertible he drove was traded for advertisin

A prospect may seem small, but that’s only what a snapshot will reveal. Look deeper, and you’ll start to detect its potential, which can be phenomenal.

Here are seven things that should be considered before we dismiss a potential deal as being impossible to make:

(1) What additional forms of compensation can they offer, besides money?

My dad, an astute businessperson and salesman, was very fond of trading goods and services. For instance, the hot, Black Mustang convertible he drove was traded for advertisin

gs that should be considered before we dismiss a potential deal as being impossible to make:

(1) What additional forms of compensation can they offer, besides money?

My dad, an astute businessperson and salesman, was very fond of trading goods and services. For instance, the hot, Black Mustang convertible he drove was traded for advertisin

>My dad, an astute businessperson and salesman, was very fond of trading goods and services. For instance, the hot, Black Mustang convertible he drove was traded for advertising time on the radio. (His best trade, from my point of view!)

If you can’t do a 100% trade, consider making a deal for part-cash and part-trade. Airlines are often willing to make these arrangements.

(2) Will this experience enable you to penetrate a new market?

Some industries are difficult to break-into. Glamorous movie studios have no problem lining up vendors, and they can be very picky about hiring you, especially if you haven’t worked in "the biz.” So, that inquiry you get from a tiny, independent studio may be just the credential you need to take you from being an outsider to becoming a chummy insider.

(3) A well-managed start-up may be tomorrow’s mega-firm.

You’