Don't Spill Your Candy In The Lobby (Jonny Staker)

Jonny Staker is the founder of Vanquish Consulting Group and bestselling author of The Frame: Unspoken Laws of Power, Status & Influence. Over more than two decades, Jonny built and exited three companies, oversaw a $435M P&L, and led global M&A for one of the world's largest PE firms before founding Vanquish. He now advises CEOs, PE-backed founders and executives at companies like Google, Salesforce and Toyota on "the frame" (the invisible dynamic that decides who controls a negotiation) and on why the fastest way to lose a sale is proving you can solve the problem before the client has said a word. Expect to learn what "holding the frame" actually means in a negotiation, why disqualifying beats convincing, why "spilling your candy in the lobby" kills consulting deals, why AI still hallucinates advice from other AI, and what Jonny would change with seven years of hindsight, and much more… - 0:00 The Frame: why he wrote it 1:37 The 20/80 of negotiation: qualify, don't sell 5:19 Who Vanquish serves best 8:00 Where AI fits (and where it hallucinates) 12:52 Why giving away too much advice kills the sale 17:02 What he'd do differently with hindsight 20:20 What's next for Vanquish 22:12 Where to find Jonny Staker - 🔗 Guest & Resources Connect with Jonny Staker:   / jonnystaker   Website: https://www.vanquishconsulting.io - Get in touch in the comments below or head to... LinkedIn:   / mikulaszach   Apply to be a guest: https://consultingrainmakers.com/ Email: mikulas.zach@agenteedigital.com