35. Turning a job posting into a new client, and BTS on B2B negotiations | Matt LeBaron

This week we spoke with our friend Matt LeBaron, cofounder and CEO of Pocketbook. Matt helps large companies evaluate their software vendors, renegotiate contracts, and make smarter decisions about their tech stack. He also works as a part-time consultant with Adobe’s software procurement team.Our conversation covers:How Matt creatively turned a full-time job posting from Adobe into part-time client work for his businessWhy negotiations are more flexible than they appear, and how stated policies or pricing often function more as starting points than strict rulesHow timing, context, and business needs contribute to negotiation leverageWhy relationships matter more than negotiations tactics taught in the classroom or in booksWhether you’re a freelancer, you have your own business, or are a job seeker who’s having trouble finding that perfect role to apply to, you’ll find a ton of gold in this conversation with Matt.Learn more about Matt and Pocketbook here: Website | Matt’s LinkedIn | email: [email protected] For more:Book free consultation call with Alex: CalendlyGet our free negotiation worksheet: YourNegotiations.comRead our weekly newsletter: NewsletterInstagram: @yournegotiationsLinkedIn: Gerta | Alex