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COMMENT: WHO SHOULD HANDLE CONTRACT NEGOTIATING 
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Ken:
    Your assistance with a recent contract negotiation prompted me to write this for your column.     After being in this industry for over 35 years, one might think I should know how to handle a contract negotiation. Sometimes I can, but I’d like to think I am smart enough to know when I’m in a situation that requires professional guidance. This particular deal was with an attorney group. They had issues with some of the protective provisions in the contract,  areas I know are important. Yet, I didn’t want to lose the sale. Referring this to an attorney, you, was a smart move IMO, even though it cost me legal fees. 
    What did I learn from this? I did my part by negotiating price and RMR, and let a pro handle the legal matters I am not an expert in. I learned that despite certain provisions being “not as important” as others, there are important and some negotiable parts within each provision. I’m not a lawyer and I’m happy I didn’t try to save a buck by thinking I can do this myself. The legal fees? I’ll make them up from the first referral I get from a now happy client. If not, the RMR will cover it or I’ll make a little less profit on this sale. The point is that I have a new client. One with many contacts from which I can possibly benefit when I develop a relationship. I think the contract is even stronger with the changes. Legal help doesn’t cost. Like a security system, it saves you money and gives you peace of mind.
Mitch Cohen
BRIC SECURITY
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RESPONSE
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    Thanks.  I am asked to assist with negotiations several times a week and I have a 99% success rate retaining the customer.  Cost for legal fees can range from $125 to $500 for most deals, little more for some of difficult subscribers.  Generally we know very quickly if the subscriber's rep or attorney is beyond unreasonable and no point in trying to negotiate.  At that point you still have the choice to accept the deal the sub demands or walk away.
    I appreciate the endorsement and thanks [almost as much as the check].  
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QUESTION: SALE AND LEASE COMBINED AGREEMENT
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Ken
Is there any way we can combine fire and burg/cctv into one agreement so we don't have two?  Also you mentioned we should have updated contracts, what has changed? I feel like we just bought these from you a year or so ago.
BS
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RESPONSE
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    It's your contract form and you can design it anyway you want.  But I won't prepare a lease and sale in same form, and I don't prepare a lease to own agreement either.  Alarm /  security contracts have so many necessary provisions, from consumer regulations, collection issues, protective defense issues and other legal issues, combining agreements will result in an even lengthier form, more confusing and more chance of error and problems with enforcement.  Keep it simple as we can.
    All of the Standard Form All in One Agreements come in sale or lease format.  We charge half price for the lease if you buy it when you get the sale form.
    Updates.  The forms need to be updated periodically.  Laws change; technology changes; vendors change their requirements.  We give free update within 6 months, half price within 12 months.  After that it's full price.  Starting with the 2015 All in One forms we are going to [try and] keep track of the updates so that we will be able to tell you what those updates are.  You will be able to make the changes in your forms without getting new contracts.  I think this will work as long as the changes are slight, word or sentence here and there.  Updating every few years is the best practice and you can check with our Contract Administrator Eileen Wagda (516) 747 6700 x 312 or [my nephew] Jesse Kirschenbaum,Esq. (516) 747 6700 x 307, about updates.  
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