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    AN OFFER YOU CAN REFUSE

    A sale you turn away can be as important as one you make. So how do you decide?
    by COELI CARR Jun 01, 2017 4 minutes
    YOUR MONEY IS NO GOOD HERE For startups in particular, declining a deal or a sale takes no small amount of courage. But it could save you a big headache and unmanageable costs.

    AJ SHANKAR AND JEFF FRIEDMAN wanted to provide law firms, corporate legal departments, and government agencies with a better way to prioritize, organize, and access evidence data. In 2011, the duo launched Everlaw, a document-discovery service that relies on cloud storage. Many target customers loved the technology’s user-friendly and speedy interface, and quickly came on board. The Berkeley, California–based company grew nearly 90 percent in 2016, and it projects 100 percent growth this year. But others, used to years of hands-on super vision of data by means of onsite hardware and tech support, were concerned about cloud hosting. “They’d ask us to make our software run on their premises, but that would mean eliminating our technology’s most innovative e-discovery features,” says CEO Shankar.

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