It hurts to ask

“It never hurts to ask!”

I get this advice a lot. It’s bullshit and we all know it.

We hate getting asked for things we don’t want to give. It’s painful at a visceral level to have to say no. We generate narratives about the asker to justify the “no” we have to deliver that range from “they are CRAZY to ask me for this” to “what a snake to ask for something so out of bounds”.

It doesn’t matter that they were “just asking” and that we’re free to push back or say no - the emotional damage of the ask is done when the ask is made. Just recently, I’ve seen an investor get bad feedback on a close friend of mine because of two “asks” he made in previous compensation negotiations. I can’t think of a worse reason to harbor bad feelings against a startup executive, but I’m not surprised. Because it hurts to ask.

Beyond the personal toll asks take, each ask has an outsized effect on slowing down a negotiation and putting any particular deal at risk. If you ask something even slightly unexpected of the other side in a negotiation, they have to understand it, discuss it, and decide whether to counter it or even walk away, before they can come back to you with changes or a decision. The effect multiplies quickly as you add asks into the process, and negotiations that should have taken days can take weeks or months. Companies and priorities can change quickly, and a negotiation that takes months is at risk by default.

My advice: on a personal level, set expectations early for the asks you’re likely to make to limit the possible damage and don’t make asks that aren’t important. From a business perspective, keep the number of asks you make of your counterparty in a negotiation as narrow as possible. Ideally, if you’re the vendor, make only 1 ask and make it price. Any other asks you want to make (public reference, term, etc) should come as counter-asks when your customer pushes back either on your ask or something they need internally (compliance requirements, support, exclusivity, etc). It hurts to ask but asking is important, so keep your asks narrow and keep them clear.


Now read this

MVP is about not wasting your life

The term “Minimum Viable Product” has become almost a religion to the startup community. The idea of a “Lean Startup” is gaining popularity, several high profile companies have exited only after “pivots”, and the “launch fast and iterate... Continue →