the downside of risk / reward fee structures

The worst thing about earning a share of a deal that may or may not happen is when, at the cusp of signature, something goes wrong. In the case of two deals that have recently floundered, one fell apart when the other side's negotiator was put on 9 month's gardening leave, and the other has given up the ghost after the other side fell tragically ill.

As the man in the middle there's no greater feeling of powerlessness than watching one half of the puzzle dissolve into mush. From now on I resolve to only work with healthy people who can never be fired!