Negotiating Price AND Profit

Photo by Dave Dugdale (

I spent 14 years on the buying side of business technology negotiations and then 10 years on the selling side. Now my firm is managing vendor selections for our clients so I’m back on the buying side. I recently came to the realization that my perspective on optimal pricing has evolved significantly now that I have spent time on both sides of the negotiation. Here are the typical perspectives:

This is AWESOME!!! My brother, cousin, and I got to sit on the marker boat for the Blue Angels in 1987 at Seafair when they were flying the A4 and it was the amazing. I can only imagine how intense it would have been with the F18s they fly today. Getting a chance to ride along during one of their performances would definitely be bucket list worthy but I don’t imagine they do that very often. This video is the next best thing. Set it to high def, expand to full screen, crank it up, and enjoy!

Minimal Path Project Management

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In today’s tough economic climate, businesses are forced to run with a lean staff. Executives are looking for ways to enable their project managers to manage more projects simultaneously. How can they accomplish this without burning out their staff? First lets look at a common approach and then I’ll recommend a new approach.

I was nominated by my brother Phil Eskelin for the ALS Ice Bucket Challenge and I accepted the challenge. I nominated my other brother Sean Cannell and my good friends Steve Densford and Patrick Guilfoy. What a great idea that has gone viral in the last week and I’m glad to have participated in spreading awareness for


The Way of the SEAL: Think Like an Elite Warrior to Lead and Succeed (Readers Digest, 2013)

I have just started reading The Way of the Seal by Mark Divine. I came across Mark Divine when he was interviewed by Oren Klaff in his video program called The Triggerman. You can check out the video using this link. I will post a comment after reading the book to let you know what I learned from it. If you have read the book, please share your thoughts in the comments as well.

Cycling: 33% Increase in 38 Days

2012-02-25 FTP Test

In case you’re new to cycling, measuring power is the best indicator of your ability to push the pedals over long periods of time. The common practice is to do a 20 minute (or 2×20) test as fast as you can go in order to determine your Functional Threshold Power (FTP). This number is used to determine the levels of output in future workouts. NP is your normalized power across the test interval. I am currently using TrainerRoad to measure my power output without having a power meter (expensive piece of equipment). Okay, so enough of the cycle training 101.

Bald Eagles in the Pacific Northwest


Seeing a bald eagle is similar to seeing a whale out in open water. It’s so much more exciting than seeing them in captivity. In the Pacific Northwest, we have eagles that get up to 6-8′ wingspans. A few months ago a family of 5 bald eagles started hanging out near our home. They’re tough to catch on camera since they fly fast and like to soar around when it’s windy. I managed to get this one a few weeks ago and will add more later.

A Taste of Power with TrainerRoad

2012-01-18 FTP Test - photo only

Last night was my first workout using TrainerRoad. This is a bad ass training tool that I wish I had a year ago when I was training for my first Ironman. This tool is a no-brainer for me since I’m the only member of of my triathlon team that isn’t using a power meter. After spending a ton of money last year on my quest to become an Ironman, I had to draw the line at race wheels and power meters. Enter TrainerRoad. This tool allows training with power without having a power meter. By specifying the type of trainer I’m using and using my Garmin +ANT USB stick on a laptop and Garmin speed/cadence sensor on the bike, TrainerRoad is able to determine my power numbers during a workout.