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Element 23. Delivery Advantages > Score Elevation Tactics

Score Elevation Tactics

Elevating the score can involve some basic marketing strategies devoted to the distribution sector of your business. Can you develop some form of piggybacking, special packaging, pricing incentives, commission structure, joint marketing, or other leverage that would set your product apart from the others? Think of providing bonus cash upon closing, tickets to a sporting event, an all-expense-paid round trip for two to Hawaii, an so on. Would it make sense to attach warrants for stock to your distribution agreement? Would they be good investor prospects such that they would have a sharper-than-ordinary interest in seeing you succeed?

Dr. Market’s Observation:

Again, be careful here—these are excellent candidates for surprise competitors (remember our conversation about ambushes?), so a good protective agreement executed up front could be a good idea. Once you achieve a passing score, ask your lawyer to help here.



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