Richard Solomon

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In the quest to rationalize franchise relationships, the starting point should always be metrics. You don't know if what you want is rational until you know its metric performance - even if in some competent pro forma. Part of the problems I so frequently see in relationship management is that the advocates for positions have not calculated the metrics properly. Often, what seems a loss to them would, if competently evaluated, yield at least a marginal positive. When what you claim as your central position is metrically adverse to your intereests, you lose in every forum. Lawyers cannot overcome metrics.


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