Case Example

I had a client in the construction trades who had been offered a very substantial remodel project. It was
worth at least a half of a year’s profits. The problem was that the work involved a product that was no
longer being manufactured and the original manufacturer had gone out of business years ago. The result
was the need to use some trade expertise and know-how to complete the work. There was substantial risk:
working on a product that couldn’t be replaced and if there was a failure, there was a chance of damages
that would have bankrupt the company. Knowing the financial status of the company - a construction
company in the midst of the economic recession - I knew they needed this job. With the understanding
they had confidence in their ability to complete the work and knowing they needed the project, we were
able to craft an agreement - an agreement that respected their relationship with the owner of the
building but protected them from some of the risk.
Making an effort to get to know the business is what made the deal possible and allowed the client to
understand the potential risks and make the business decision.


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