Category Archives: risk matrix

This Week on The Web 2009-10-11

These are the discussions that happened around the web this week – maybe you already read about them, maybe you need to again.  Come join the party on twitter (follow me here and you’ll participate in the conversation live.)

I also realized that many of you might have no idea what you’re seeing below.  Sorry.  These are “tweets”, 140 maximum character messages sent via Twitter.  Within the Twitterverse individual users follow others and have followers (think of it like overlapping Venn diagram circles).  To read a tweet, you have to wade through a bit of jargon used to make the most of the 140 character limitation.  “RT” for example, is shorthand for “Re-tweet” and the @____ is the username of some other individual on Twitter.  Combined together, then, “RT @_____” means that someone else wrote a tweet that I found important and I now want to forward along to my followers.  The URL’s are then also shortened by shortening services like to make the most of the character limitation, too.  Lastly, you might see “hash” identifiers “#______” which are ways to tag tweets of a particular flavor for easy searching later and “<” which means that I am commenting on what came before it.


This Week on The Web 2009-08-16

The things that happened around the web this week – maybe you already read about them, maybe you need to again:

This Week on The Web for 2009-07-26

Risk Matrix Available for less than $1

I was watching a video today by Cory Doctorow about the copyright wars.  He’s a great speaker and a wonderful author.  He gives away everything he writes for free.  Which is much easier for him, as a NYT best selling author.  🙂

But I would like to get the Software Licensing Risk Matrix out to many more people.  So, if you go to my Products Page, you find it available for $1.00.  That’s the cheapest I can go in the PayPal and Shopping Cart systems.

I think I can even go cheaper.  Which is to say, click here to download it for free.  If you like it, I hope you’ll come back and click the donate button below and I’ll leave it to you to decide how much you think it’s worth.

How to… redline

When you’re about to enter a contract negotiation, and assuming you’ve not been successful in using your templates, the first step is to review and redline the agreement.  This How-To is intended to teach you the obvious (and not-so-obvious) skills of redlining.

  1. Ordinarily, I suggest a quick once-over.  This is a perusal designed to see if the major sections of the contract are present.  Using a checklist like the Software License Risk Matrix will help you verify that all of the headlines are covered.  Not all contracts will contain the same sections, of course, and just because a contract has a stated Header doesn’t mean that the language in that section actually matches the Header’s description.
  2. For any “missing” sections of the agreement that you would like to insert, create new sections in an appropriate place (as you read an agreement, you typically have a feel for where certain sections will need to go.  You’ll also have to make adjustments based on numbering schemes or sub-numbering schemes to match the original – so watch the blind copy-pasting.
  3. Now, hopefully you’ve got the contract in Microsoft Word (or other word processing format) to facilitate an easy redline.  Enable Word’s “Track Changes” feature via the Tools menu.  Advanced users will also note that you can quickly turn Track Changes on and off via the green-light at the bottom of that document’s window next to the “TRK”.  If the other side has sent you a document via PDF and refuses or is otherwise unable to send you a Word version, use the free service at run by the great folks at NitroPDF.  This service will convert your PDF almost flawlessly and e-mail you a converted Word file.
  4. Read each section carefully.  Start with the definitions and make sure that all defined terms have a definition (many times this isn’t the case).  Now march your way through the agreement.
  5. Where you do not like particular language, the Track Changes feature allows you to “delete” the language – but instead of actually removing the offending words, it changes the color and puts a strike-out line through the deleted language.
  6. On the flip-side, when you insert language, Track Changes will insert your new words in the same color as the deleted text, only this time is underlined.
  7. Where possible, suggest new language that you’d prefer to be in the agreement rather than just strike-out the language you find troublesome.  This will provide a great basis for a negotiation.  If you simply delete language, I would assume that you simply want the language removed and nothing else added.  When this is the case, I will sometimes make a note to tell the other negotiator why I made a particular change:  “[JeffNote:  I don’t believe I should have to indemnify you for this.]”  This call-out makes it easier on the other reader to accept or reject your change, as your explanation might be all that’s needed for them to accept your modification.
  8. Then, when you’re the recipient of a redlined document, your first task is to review the changes to see if any of them are acceptable without discussion.  If so, simply right-click on the change and select “Accept Deletion” or “Accept Insertion” from the pop-up menu.  HOWEVER, DO NOT SIMPLY REJECT CHANGES!  This would create a presumption on your part that you shouldn’t make without talking to the other side first.  Rather, leave unacceptable changes in redline format as open for discussion.
  9. As the second reviewer (and the presumptive owner of the original), you might feel some initial pain at making any changes at all to your template.  Remember, however, that you’d do the same thing to someone else’s template.  Additionally, while I’m sure you wrote your template with every conceivable situation in mind, there might be a situation you didn’t conceive.  In other words, give the redline a chance.  Read it with the intent to accept as many changes as you possibly can.  This is a negotiation, afterall.
  10. If you need to suggest language back to the first reviewer, Track Changes anticipates this and will (unless you make changes to the Preferences settings) automatically assign each individual reviewer a different color.  If you place your pointer over a particular change, Word will tell you the name (as set in Word’s preferences) of the editor for that change and the date/time of the change.  If your name doesn’t appear on changes, make sure that you’ve entered your name in the preferences settings and you’ve also unchecked the box that has Word remove the name of the reviewer as part of its security process.
  11. So now you have a document that should have fewer redlines than when the first person was done, might have some additional redlines from the document’s original author and the document is now ready for negotiation.
  12. Set aside plenty of time for negotiation – rushing is to neither party’s benefit.  You do not have to make it through the entire contract in a single session.
  13. Once pleasantries are out of the way, discuss who will be the document owner (I typically volunteer… it keeps me alert and I feel much better about how the changes are completed).
  14. During the negotiation, systematically review the agreement from the top on down.  Continue to make any new additions or deletions in redline.  But accept/reject prior changes as agreed during the negotiation.  Thus, when done, you’ve got a document that ONLY has points of contention or new language changes still in redline.  In rare cases, in a trusting relationship, you might agree to make “blackline” changes.  If so, never breach that trust.
  15. OK, so after a few back and forth discussions, you should have resolved all open issues.  Take one more quick review to look for any open issues.  Use Track Changes to see if there are any unseen remaining edits (use the “Next Change” button to see if there are any you missed).
  16. What you’re left with is a blackline document – everything’s in black and white.  GREAT JOB!
  17. If you’ve got to do a redline by hand, here are a few additional suggestions:  a) Don’t.  Seriously.  Scan and use PDFtoWord.  b) But if you have to, learn to write very small in the margins with tiny arrows indicating where new language would go.  c) Actually strike through (with a single line) each word you don’t like.  d) Don’t waste time handwriting in entire new sections.  Just note what new ones are necessary – add new language electronically later.  e) If you must, create a separate document and create an amendment document where you describe each deletion and/or insertion.  Again, this method is HIGHLY outdated, but some organizations just can’t seem to get away from it.

Once you’re done, I sometimes also recommend using a tool called DeltaView (or even Word’s own Document Compare feature) to compare the original against the finished product.  This helps you check all of the redlines that were actually agreed upon and gives you a level of comfort that neither party tried to sneak in a change the other party didn’t accept.  However, unless I have reason to believe that the other party isn’t trustworthy, I typically have been diligent enough through each turn of the document to not require this final step.

All that’s left now is execution and managing post-contract obligations.  But that’s another day.

No Sleep Til Brooklyn!

Thanks to everyone who entered my little contest last week.  All non-winning entrants received a free copy of the Software License Risk Matrix, just for playing.

Congratulations go to Andrew from!  He was the winner of the random drawing from all correct entries – deciphering the title of my post: Eight weeks til BN as a reference to the Beastie Boys seminal album, Licensed to Ill – and specifically to the song, No Sleep Till Brooklyn.

For his extensive knowledge of 80s white Jewish rappers (the only others being 2 Live Jews, which, while researching the link and how to find them, had way more albums than I remembered), Andrew received the complete set of Software Licensing Education Series videos, a $225 value.

Again, congratulations to Andrew – and thanks to everyone who entered.  Keep looking for other ways to win free stuff.  🙂

First 8 Sessions of the Software Licensing Education Series Released

In the last several years, I’ve had the pleasure of conducting a wide variety of software licensing training programs all around the country.  Attendees that I’ve talked with at these sessions have all expressed a desire to continue their software licensing and contract negotiation learning experience once they’ve returned home.  For the first time, software licensing instruction is now available in a self-paced progressive learning series.

Announcing the release of the first 8 sessions of the Software Licensing Education Series!

Designed for the busy or on-the-go professional, the Software Licensing Education Series (SLES) is video-based training on the complete gamut of software licensing topics. Presented in a college-course level format, with topics increasing in complexity and building upon prior lessons, the SLES allows an audio-visual learner another way to gain knowledge on licensing topics.  Each video is approximately 20-30 minutes in length, so each Track contains about 2 hours of expert instruction in core software licensing topics!

The 100 Track videos include:
SLES 101 – The License Grant
SLES 102 – Delivery, Testing & Acceptance
SLES 103 – Fees and Payment Terms
SLES 104 – Cross-Platform Portability, Updates, Upgrades and Future Pricing

The 200 Track videos include:
SLES 201 – Confidentiality
SLES 202 – Termination
SLES 203 – General Terms 1
SLES 204 – General Terms 2

(300s-500s Tracks are currently in production and will be released shortly!)

Videos are formatted for a computer or portable video player (such as an iPod) and consist of a slide-show format with voice-over instruction, so you can even learn just by listening!

As promised, purchasers of the Second Edition of the Software Licensing Handbook are eligible for a discount on the purchase of a Track from the SLES.  When redeeming your free Software License Risk Matrix, you’ll receive a coupon code for the SLES via e-mail.

Special Offer for Owners of the Software Licensing Handbook, 2ed

On September 12th, I will be sending out notice to the world announcing the availability of the second edition of the Software Licensing Handbook.  You might have noticed the book picture on the right has changed a bit… yep, you can buy it today (I’ll be available via Amazon and other resellers in about a month)!

This has been an incredible ride – the first edition has been wildly successful … I’m simply blown away by the support of this community of contracts professionals, lawyers, negotiators and supply chain professionals!  So I’ve got all sorts of things planned to make the Second Edition even more valuable to you… and I wanted to let you know about them now:

First, I’ve added more than 100 pages of new material.  I’ve also corrected all of the errors I found (and those that many of you were kind enough to point out to me).

Second, purchasers of the Second Edition will receive a free Symetrisk deal risk review  upon its release (maybe before the end of this year, but I can’t promise anything quite yet… it’s still a work in progress).

Third, as holders of the First Edition have already seen, there are going to be a few special offers for owners of the book(s) not available to anyone else.  Starting today, owners of the Second Edition can get a free copy of the Software License Risk Matrix coded to the Second Edition for those times when a book is a bit obvious in a negotiation.  Additionally, the Software Licensing Education Series is about 50% complete – it’s audio/video training (designed for professionals on the go or for those who don’t have time to read the book)… but book owners will get a discount on the videos.

One week left on special offer!

A month ago, I offered owners of the Software Licensing Handbook, the opportunity to get a free copy of the Software License Risk Matrix. At the time, I said that I was graduating in 30 days that that this was my gift to you! Well, graduation is tomorrow… and the special offer is about to come to an end as well.

Software License Risk Matrix sample page

I want everyone who has purchased the SLH to get your free copy! Just send an e-mail to: , with a subject line that is simply the first italicized word or phrase on page 119. I’ll send you a pdf back within 24 hours.

Easy enough? Great. This special offer ends on May 17, 2008. Come get while the gettin’s good!

CIO Forum this week

This Tuesday through Friday, I’ll be onboard the Norwegian Dawn for the 2008 CIO Forum. I’m participating on a 2-person panel talking about strategies for receiving more value from your IT-related purchases. We’re going to cover the Five Fundamental Skills for Effective Negotiation and you’ll even get a free copy of the Software License Risk Matrix!

If you’re one of the attendees, please look me up… Deck 11, second room from the bow, starboard side – we don’t have to talk about software licensing… I swear.

Additionally, for those people interested in either purchasing a copy of the Software License Risk Matrix or in redeeming my special offer for a FREE copy for those people who own the Software Licensing Handbook… I’m sorry to say that I’ll be slightly delayed in getting your Matrix out to you as I will not have internet access on the ship.  But I will fulfill all orders/redemptions by Saturday at noon (ET)!