PRINCIPLE 01
The Contract Is the Beginning
Winning a contract is not the finish line. It is the moment someone decides to trust you.
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Working Principles
Beliefs shaped by customers, colleagues, classrooms and mistakes. Not universal rules—simply ideas I try to return to.
PRINCIPLE 02
The Most Important Thing You Negotiate Isn't the Contract
The best negotiation is not the one you win. It is the one that leaves a relationship worth continuing.
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Relationships Are Built by Working Together
Shared work creates stronger relationships than introductions ever could.
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Curiosity Keeps You in the Game
The real risk is not being wrong. It is assuming the game has stopped moving.
Read the principle →PRINCIPLE 05
Focus on the Gaps
Strong systems do not fail only at the big rocks. They fail where small gaps are ignored.
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