Originally Posted by
When the bass drops
As a keen follower of PEB, a lot of the delay and uncertainty I feel has been down to negotiation skills. This is something the likes of Balance, skid, Winner69, oldguy etc. have probably touched on in the past. I know a lot of the delays they point out are down to simple negotiation skill.
In basic terms, if you get a medical organisation to trial something on the basis that if the product works and exceeds expectations, they would promise to order 'x' amount of the product, then you're front-footing the commercial arrangement. I feel that, and I don't know the full picture, the issue has been with PEB that they are granting the use of their products in a clinical trial setting, and then upon a positive outcome they are at that point asking if the medical group is willing to contractually sign up to buying the tests. The medical group, which suffers from a terminal bout of inertia as it is, may in all likelihood say "We like the product, and we feel it would provide value to us in our clinical setting, but at this point we will persist with our traditional methods, and we are willing to wait another 12 months to start a conversation again about buying the tests."
I feel there is a bit of this going on. Negotiation is key. This is why I won't be surprised if a capital raise is on the cards (the final one) within 6 months of the 24 Nov announcement.
From all accounts, good negotiation (and front-footing) has been instrumental in the recent rises in WDT (Wellington Drive).
This is not to say that PEB will fail as a company because of sub-par negotiation with prospective large clients. I just think they are going to take longer to meet their objectives.