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iStock_000022109674Small - icing on cake

Keep deferred out of your negotiations at first, and then bring it in as icing on the cake.



Deferred is often misunderstood as retention dollars or money remaining on your deal, but it’s really income your firm has taken from you and is holding back to retain you. “Plus deferred” are becoming two of the most important words in getting firms to expand their deal well beyond their usual limits. This month’s featured article explores how you can use deferred to pump up your deal.


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Saying nothing… sometimes says the most. — Emily Dickinson