5 phrases that kill deals before they start
IN PARTNERSHIP WITH ARCHIMEDES
Welcome to Partnership Wednesday #94 featuring ideas you can use to create partnerships faster, with less guesswork, and confidently close 6-figure deals.
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A LESSON TO BUILD ON
Disney and Pixar’s 1991–2006 partnership redefined animation. By combining Pixar’s CGI innovation with Disney’s global distribution muscle, they released a string of hits, from Toy Story to Finding Nemo, grossing over $3.5 billion and transforming family entertainment. Pixar got scale; Disney got relevance. The partnership revived Disney’s animation dominance and made Pixar a household name.
Leadership Lesson: Great leaders know when to partner for what they lack. Steve Jobs, then Pixar’s CEO, stayed focused on creative brilliance, while Disney’s Michael Eisner overcame skepticism to embrace change. The result? A partnership so successful, it ended in acquisition. Sometimes, the best growth strategy is shared control.
AN ANSWER TO HELP YOU MOVE FASTER
We don’t do a good job with partnerships and I think our language is putting a handbrake on growth. Hoe can I change that? I was asked this question from the crowd this week. Here’s my answer:
There are 5 phrases that kill deals before they start. You’ve probably used one and they seem harmless. But they trigger doubt or hesitation before momentum can build.
Here’s what to avoid, and what to say instead.
1. “We’re open to exploring synergies”
Sounds vague and fluffy.
Say: “We think we can help you grow [X] by doing [Y], want to explore that?”
2. “Let’s jump on a quick call”
Quick for you ≠ valuable for them.
Say: “Would it help if I shared 2 ways we’ve helped companies like yours grow?”
3. “What do you want to get out of this?”
Puts the burden on them to figure out your value.
Say: “Here’s what we’re hoping to achieve, how does that overlap with your goals?”
4. “This won’t take much from your side”
Signals low impact (or worse, low trust).
Say: “We’ll carry the early load and make sure the first win is fast and visible.”
5. “We’re looking for strategic partners”
You sound like everyone else.
Say: “We’re looking for 3 partners who want to [achieve X] in the next 6 months. Could you be one of them?”
THIS WEEK’S MOMENT
Did you know agriculture equipment pioneer, John Deere is partnering with SpaceX and women’s workwear brands? These unexpected collaborations are revolutionising agriculture.
In this 6-minute episode:
Discover how cross-industry partnerships like Deere’s with Star Link are solving connectivity issues and enabling smarter farming
Learn why inclusivity isn't just ethical—it’s profitable, as shown by Deere’s workwear line for female farmers
See how startup collaborations can inject innovation into legacy industries and future-proof your business
Get every episode of the Partnership Playbook on your next commute or workout. Subscribe to the show on Apple Podcasts, Spotify and Youtube!
KNOW PEOPLE WHO FEEL STUCK?
Want to share this issue of Partnership via text, social media or email? Just copy and paste this link:
https://philhsc.com/partnership/14-may-2025
Until next Wednesday,
Phil Hayes-St Clair - Partnership Expert & Coach
When you're ready, there are three ways I can help you:
1. The Partnership Lab (Applications for the June cohort close 28 May): The Partnership Lab is an AI-fuelled system for sales and marketing leaders who need to close 6-figure partnerships—fast.
2. The Partnership Decision Sprint: 30-minute sessions built for leaders facing high-stakes partnership decisions. Invite up to three people from your team and walk away with clear, actionable next steps.
3. Leadership Events: From Cochlear and Lifeblood to military leaders, I have shared inspiring stories and practical frameworks and insights that shift how leaders leverage partnerships for growth. Book me to speak at your next conference, offsite, or leadership event.
Looking for something different? Send me an email.
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