| There are some buyers out there who
| |
| | but who says that you have to be a
|
| understand value but there are many of
| |
| | typical "likely" seller. When the buyer
|
| them who understand only price. A few
| |
| | flinches you can also recommend an
|
| years ago when I was doing a course for
| |
| | appointment with a neurologist. Check
|
| my Certified Management Consultant
| |
| | what the buyer's step is to this. Or if
|
| accreditation, I had some debates with
| |
| | you're not sure what to say, just say
|
| one of the instructors. He kept saying
| |
| | what - according to Alan Weiss - can be
|
| that my idea about value was a delusion,
| |
| | said in almost any situation: "What's
|
| and the reality of consulting was the
| |
| | your point?" You will see some major
|
| number of hours I spent working with the
| |
| | league back-pedalling on the buyer's end.
|
| client. His idea was that clients must be
| |
| | After all, they expect you to argue and
|
| able to derive huge value from my
| |
| | defend yourself and your fees.But defence
|
| services, but I could only get paid for
| |
| | can be dangerous, as General Patton
|
| the number of hours I actually worked
| |
| | explained in his address to his troops in
|
| because of the obscure nature of
| |
| | England, on 5th June 1944."I don't want
|
| "value".I may be wrong, and unlike him, I
| |
| | to get any messages saying, 'I am holding
|
| don't have an MBA, but I believe if the
| |
| | my position.' We are not holding a
|
| client derives huge value from my help, a
| |
| | Goddamned thing. Let the Germans do that.
|
| deserve more than a competitive(ly low)
| |
| | We are advancing constantly and we are
|
| hourly rate. I got into business to
| |
| | not interested in holding onto anything,
|
| overcome the typical wage slave syndrome
| |
| | except the enemy's balls. We are going to
|
| as an employee, and it would be plain
| |
| | twist his balls and kick the living shit
|
| silly to become a self-employed wage
| |
| | out of him all of the time. Our basic
|
| slave. I also believe that I shouldn't be
| |
| | plan of operation is to advance and to
|
| penalised just because I don't take much
| |
| | keep on advancing regardless of whether
|
| time and effort to create that new value
| |
| | we have to go over, under, or through the
|
| for the client.1. Nickel-And-Dimers Waste
| |
| | enemy. We are going to go through him
|
| A Hell Of A Lot Of Your Time Have you
| |
| | like crap through a goose; like shit
|
| ever noticed how easy it is to come to
| |
| | through a tin horn!" I believe in win-win
|
| agreement with prospective buyers who
| |
| | situations, but you can create win-win
|
| actually have an intention to change and
| |
| | only with win-win people. It's a
|
| now is just looking for a fit with a
| |
| | mentality. I also believe that you have
|
| consultant with whose help and guidance
| |
| | the right to - figuratively speaking of
|
| to go through the changing process?Now
| |
| | course - wipe the floor with buyers who
|
| contrast this to Nickel-And-Dimers, who
| |
| | are pushing you.The other problems is the
|
| want to make sure all Ts are crossed and
| |
| | so-called satisfaction. And
|
| all Is are dotted even before making a
| |
| | Nickel-And-Dimers usually have a very
|
| shred of commitment.When Carl Rogers, a
| |
| | twisted notion of satisfaction. They
|
| pioneer in social psychology was asked
| |
| | believe that if they buy a car from you,
|
| about the most important aspect of human
| |
| | it is their statutory right to receive
|
| interaction when there is a strong
| |
| | free driving lessons from you and at the
|
| difference of opinions, he said this:
| |
| | end of the day you pay for their driving
|
| "Unconditional positive regard for the
| |
| | licences. Then they try to convince you
|
| other person. It's about holding the
| |
| | that it is also your duty to service that
|
| other person in a positive light and
| |
| | car for free until you die.As Jim Rohn
|
| assuming that his/her interest is for the
| |
| | says, "Liars lie, cheaters cheat and the
|
| best interest of the discussion and the
| |
| | perplexed are always perplexed." And
|
| relationship, regardless of what the
| |
| | complainers always complain. The tendency
|
| person actually believes at that
| |
| | for complaining is more than skin-deep.
|
| moment."A few months ago the business
| |
| | Just think of a tiger. It's not just the
|
| development manager of a web design firm
| |
| | fur that's striped, so is the skin. And
|
| told me "I've forgotten more about
| |
| | it's striped in the same pattern. You can
|
| marketing than you will ever learn. I
| |
| | hardly change that. Then let's stop
|
| just don't have time to do it." Yet,
| |
| | trying.5. Nickel-And-Dimers Prevent You
|
| instead of implementing proper marketing
| |
| | From Attracting Great Clients
|
| (which he's apparently a master of), his
| |
| | Nickel-And-Dimers take up so much of your
|
| firm peddles its services using three
| |
| | time and effort that it can prevent you
|
| call centres (Los Angeles, India and
| |
| | from attracting great clients. There are
|
| China) to cold call harass people to find
| |
| | several facets of this problem. One is
|
| new business. It seems the worst
| |
| | that they demand so much of your time and
|
| underperformers claim to know the most
| |
| | attention that you simply have no time
|
| about everything.Remember, low-level
| |
| | left to diligently execute your marketing
|
| prospects usually drop to an even lower
| |
| | plan. For a while your practice is
|
| level as clients. Send them on their way
| |
| | carried forward by momentum from past
|
| with an imaginary recreational kick in
| |
| | clients, but since you're not planting
|
| their butts, and move on with a lesson
| |
| | today, tomorrow's harvest is doubtful.
|
| learnt.2. Nickel-And-Dimers Like Bragging
| |
| | The other problem is that the quality of
|
| About The Special Deals They've Received
| |
| | your service falls. One reason for that
|
| A few years ago a friend of mine worked
| |
| | is now your time is occupied by taking
|
| with a large manufacturing company, and
| |
| | remedial action to please
|
| some six years later that manufacturing
| |
| | Nickel-And-Dimers. And this action not
|
| company referred one of their vendors to
| |
| | only eats up your time, but also eats you
|
| my friend. Yes, the manufacturing company
| |
| | up emotionally. And the real problem is
|
| was a Nickel-And-Dimer and they were
| |
| | that you act out these emotional problems
|
| bragging to their vendors that with the
| |
| | on great clients. Yes, you may want to
|
| right pressure they could arm-twist my
| |
| | argue here, but don't. Life is holistic
|
| friend to give them very very good per
| |
| | and non-compartmentalised. If you're
|
| diem rates. The vendor expected my friend
| |
| | hurt, then you will show that hurt
|
| to give the per diem rate he was charging
| |
| | feeling both at work and at home.
|
| the manufacturing company six years
| |
| | Personally I wouldn't want to be operated
|
| before. It was a retarded situation. He
| |
| | on by a surgeon whose teenage daughter
|
| was given a fait accompli: "Either you
| |
| | has just run away with the Hell's Angels,
|
| give us the same rate you gave them or
| |
| | or whose family dog has just been eaten
|
| you're out." And sadly my friend did,
| |
| | by a crocodile in the back garden
|
| simply because the immediate smell of
| |
| | swimming pool.Clients come to you not
|
| money was more attractive than the
| |
| | merely for the service you provide
|
| gut-wrenching stench of a slowly
| |
| | (accounting, doctoring or lawyering).
|
| decomposing project that was waiting for
| |
| | They come to you for the overall
|
| him down the road.And it was waiting all
| |
| | experience. And experience is a highly
|
| right. The client demanded detailed
| |
| | emotional thing. If you're on an
|
| reports on everything. My friend had to
| |
| | emotional roller coaster, your clients
|
| write reports on report, memos and
| |
| | receive a roller coaster of an
|
| meetings. He had to document every second
| |
| | experience. It is your job to keep
|
| of his time. Really. The client demanded
| |
| | yourself on even keels, so your clients
|
| a time sheet from him in 15-minute
| |
| | receive a consistent experience with
|
| segments. He would hand in the time sheet
| |
| | you.6. Nickel-And-Dimers Like Delaying
|
| and the client would decide which
| |
| | and Forgetting Payments Now you've
|
| segments got paid and which got deleted.
| |
| | secured everything. Really. The fat is in
|
| On average, 35% of his time sheet got
| |
| | the fire, the die is cast, the gun is
|
| unpaid. When he asked the client why, the
| |
| | loaded, the fuse is burning, the sausage
|
| client just shrugged, "I don't think it
| |
| | is sizzling, the stew is simmering, the
|
| was necessary for the project." Imagine,
| |
| | jig is up, the fate is sealed, the stamp
|
| here is this egotistical, stupid idiot
| |
| | is licked, the goose is cooked and even
|
| who hasn't been able to solve his problem
| |
| | the cat is out of the bag. It's time for
|
| for himself, and then when the hired help
| |
| | payment. And this is where the trouble
|
| does the work, he decides what's needed
| |
| | started.Nickel-And-Dimers left their
|
| and what's not.The problem is that when
| |
| | wallets at home, they have to check the
|
| Nickel-And-Dimers brag, they don't brag
| |
| | price with their spouses, dogs, cats or
|
| about the great service they've just
| |
| | the spirit of their long-dead parrots.
|
| received. No! They brag about how cheap
| |
| | All in all, by now they've got everything
|
| the service was. And just as birds of the
| |
| | they wanted from you, and as far as
|
| feather flock together, so do
| |
| | they're concerned, you burn in one of the
|
| Nickel-And-Dimers. So, if you accept work
| |
| | most pestilential pits of hell in
|
| with one of these business cretins, rest
| |
| | screaming agony, before they give you
|
| assured that you will be favourably
| |
| | even a penny.Of course there are cases
|
| inducted into the world if
| |
| | when Nickel-And-Dimers actually start
|
| Nickel-And-Dimers, and many of them want
| |
| | working with you. You were generous and
|
| your help. And from here on it's a
| |
| | trusting enough to give them instalment
|
| downwards spiral. Bad projects attract
| |
| | payments. But the payments are not
|
| each other. The world will soon know that
| |
| | coming. The cheques seem to be in the
|
| you're the Nickel-And-Dimers specialist
| |
| | mail every time you call but never seem
|
| and more of them will come.I believe
| |
| | to arrive. Then they get irritated by
|
| money is the walk of the talk. When you
| |
| | your calls to collect your money and
|
| ask people to invest in their own
| |
| | threaten you that unless you stop making
|
| futures, you quickly learn how serious
| |
| | these "collecting" calls, they simply
|
| they actually are by whether or not they
| |
| | cancel the project and you'll never see
|
| cough up the dough.3. Nickel-And-Dimers
| |
| | your money.A few years ago I started
|
| Ruin Your Market Reputation And Your
| |
| | working with a high-tech firm and the
|
| Credibility In The Eyes Of Great Clients
| |
| | very first cheque the president wrote me
|
| While Great Clients and Nickel-And-Dimers
| |
| | bounced. When I asked him what happened,
|
| hardly ever flock together, still, Great
| |
| | he told me that he suddenly took all the
|
| Clients can hear from the good deals
| |
| | money from the company's bank account to
|
| Nickel-And-Dimers got cut for themselves.
| |
| | put down the downpayment on a new BMW.
|
| How do you think it will impact the
| |
| | When I asked him when I could expect a
|
| perception Great Clients have about these
| |
| | real cheque, he went on his usual
|
| deal-cutters. Why do you think people
| |
| | delusional journey about bills and
|
| haggle with car salespeople and realtors
| |
| | expenses and tough times. When I asked
|
| but not with lawyers or doctors?Car
| |
| | him about why he bought the car, he said
|
| salespeople and realtors are notorious
| |
| | it was a special deal and he just
|
| for "cutting deals": "Buy now and I'll
| |
| | couldn't resist.So, here is this guy with
|
| give you a special deal." In spite of the
| |
| | two cars in the driveway and no money in
|
| "special deal", most people hate this
| |
| | the company's kitty. And he's just too
|
| approach because they know what the
| |
| | busy hiding from his vendors and dodging
|
| special deal really is: No big deal. Just
| |
| | payments.7. Nickel-And-Dimers Demand Huge
|
| a previously inflated price shrunk back
| |
| | Upfront Commitments From You Before They
|
| to normal with lots of fanfare and
| |
| | Commit To Projects Nickel-And-Dimers
|
| manipulation.My friend, Katie (not her
| |
| | expect you to jump through many loops
|
| real name) is a web designer. She got a
| |
| | before they make, not even a commitment,
|
| call from Fred on a web design project.
| |
| | but a mere decision. Just think. The
|
| With lots of pep talk and promises on
| |
| | ultimate Nickel-And-Dimers are
|
| future projects, Fred convinced Katie to
| |
| | governments. Have you ever checked their
|
| design a site with a serious drop on her
| |
| | retarded processes of hiring consultants?
|
| fees. Fred manipulated her by telling her
| |
| | A few years ago a colleague, to the
|
| how good this would be for her portfolio.
| |
| | demand of her local government in order
|
| By the way, I've always believed that
| |
| | to win the contract, dropped all her
|
| this "portfolio stuff" is highly
| |
| | clients. She started working on the
|
| overrated. Smart clients want to see
| |
| | government contract and then two months
|
| value not portfolios. Well, she accepted
| |
| | later the committee pulled the plug on
|
| the deal. And then two more.Then she
| |
| | the project. We know that the most amount
|
| found out that Fred was just a broker
| |
| | of work goes into projects right at the
|
| between her and some real buyers. Fred
| |
| | beginning. Nevertheless, after putting in
|
| knew that the lower price he could demand
| |
| | all the initial work, all she got paid
|
| from Katie, the more money he would
| |
| | was a pro rated hourly fee.But at least
|
| pocket. I have nothing against brokers
| |
| | that was paid for. But she was expected
|
| per se. I too broker projects here and
| |
| | to climb the proverbial mountain of
|
| there. Over the years, thanks to my
| |
| | broken glass and rusty nails barefoot and
|
| military training, skydiving and other
| |
| | butt-naked just to win the contract. And
|
| experiences, I've become a damn good
| |
| | she even relinquished all her clients for
|
| project manager and I have an innate
| |
| | this "big gig". And the big gig bombed
|
| talent to have people work together as a
| |
| | miserably. Then it took her a good six
|
| - real - team towards a common objective,
| |
| | months of living on her savings to get
|
| so I co-ordinate large high-stake
| |
| | some clients back.So, be very careful
|
| projects with functional experts. But I
| |
| | about what sort of commitments you make
|
| do have a problem that the greedy bastard
| |
| | upfront. Make sure that every commitment
|
| Fred increased his money by lying to a
| |
| | is a mutual commitment. For instance, if
|
| good designer about future projects.And
| |
| | the prospect requests a proposal from you
|
| rest assured that Fred will brag to his
| |
| | to think more about it, then ask for a
|
| friends, that "If you need a super-cheap
| |
| | small payment, which later you can lump
|
| web designer, let me know. My contact is
| |
| | into the project. The payment shows the
|
| super-cheap and super-good." Yes, she is
| |
| | prospect is serious.8. Nickel-And-Dimers
|
| super-cheap because she was manipulated
| |
| | Demand Extensive Proposals Just To Steal
|
| by this scumbag, and she is super-good
| |
| | Your Intellectual Property For In-House
|
| because doing excellent work is part of
| |
| | Implementation Nickel-And-Dimers tend to
|
| her DNA. By genetic design she doesn't
| |
| | call it the bidding process but
|
| rest until she produces "WOW!" calibre
| |
| | realistically it's nothing more than
|
| work. And these are the people slime
| |
| | euphemism for the theft of your
|
| balls like Fred are seeking for "contract
| |
| | intellectual property. These people
|
| work".Then she participated in my Fee
| |
| | demand detailed information on everything
|
| Audit and Protection Plan programme and
| |
| | and then with your information they often
|
| learnt that clients don't pay for
| |
| | go to the lowest bidder for
|
| portfolios but for value. With this
| |
| | implementation.Just think about the
|
| realisation Fred was immediately out of
| |
| | typical request for Proposal (RFP). It
|
| the picture.4. Nickel-And-Dimers Do Most
| |
| | gives you a detailed guideline on how to
|
| Of The Complaining About You And Your
| |
| | write that proposal. So, the RFP creates
|
| Services Nickel-And-Dimers are extremely
| |
| | a level playing field where are unique
|
| good at complaining. They keep nudging
| |
| | value is cut out of services and bidders
|
| you that they could get the same service
| |
| | are completing purely on price. And RFPs
|
| next door a lot cheaper. Well, if they
| |
| | usually specify very expensive and
|
| could, they wouldn't be arguing with you.
| |
| | detailed proposals. A proposal I've seen
|
| They would go and get that cheaper
| |
| | lately started with a 21-page executive
|
| service. But that cheaper service won't
| |
| | summary. The whole proposal was 410
|
| be the same.There are some common factors
| |
| | pages. The appendix section was a
|
| in projects. Two of them are are...
| |
| | separate document some 700 pages long.
|
|
| |
| | Can you imagine how many hours it takes
|
| Certainty of successful completion
| |
| | to create such a monster? And who's going
|
| Velocity of progress
| |
| | to read it all. Maybe a civil servant who
|
| And your fee is a reflection of these
| |
| | has nothing else to do anyway.9.
|
| two elements. The funny thing is that
| |
| | Nickel-And-Dimers Never Become Repeat
|
| Nickel-And-Dimers want to maximise both
| |
| | Clients And Never Refer You Anyone This
|
| factors while minimising your fees.If I
| |
| | is just a foregone conclusion from the
|
| want to travel from New York to Los
| |
| | previous points. They create a pretty
|
| Angeles, I can take different options.
| |
| | relationship dynamic and blame you for
|
| The option with the lowest investment can
| |
| | everything. So, it's just normal that
|
| be a pair of running shoes. That will
| |
| | they spread only bad words about you and
|
| give me a certain velocity of progress
| |
| | your services. What else can they do?
|
| and certainty of arrival. But if I invest
| |
| | What they don't realise is that they are
|
| in a plane ticket, I increase both the
| |
| | the only rotten apple in a whole barrel
|
| velocity of progress and certainty of
| |
| | of good apples (great clients). And as we
|
| arrival. I, the buyer, can choose which
| |
| | all know even one bad apple can spoil the
|
| option to take and I get what I paid
| |
| | whole barrel.Summary So, what is the
|
| for.And of course this complaining can go
| |
| | lesson here? Sometimes it's worth
|
| as far as the courtroom. When these
| |
| | negotiating, reasoning and explaining
|
| people make up their minds to get full
| |
| | things to people but reasoning with
|
| refund on a project that failed (over 90%
| |
| | Nickel-And-Dimers is the same as
|
| of failed consulting projects fail
| |
| | wrestling with a pig. You get dirty and
|
| because of clients' diminishing
| |
| | the pig won't enjoy it either.It's the
|
| commitment - Dr. Edgar Schein, Process
| |
| | same as trying to negotiate with Hitler
|
| Consultation), they stop at nothing to
| |
| | about world domination. No. Instead of
|
| blame their consultants and are willing
| |
| | arguing and reasoning, the Allies shoved
|
| to go to any length to recover their
| |
| | a bomb up his butt and blew him and his
|
| investments.Studies done by McKinsey & Co
| |
| | empire to hell. Now I don't suggest that
|
| also indicate that...
| |
| | you do that to your Nickel-And-Dimers,
|
|
| |
| | but you're free to walk away, saving your
|
| 75% of solutions don't return a profit
| |
| | sanity and start with a clean slate and
|
| to the buying company
| |
| | live another day.And what is the other
|
| 50% of solutions don't deliver the
| |
| | option? You can try to please
|
| expected value
| |
| | Nickel-And-Dimers and they'll consume
|
| Now referring back to Dr. Schein's
| |
| | your life. They are the people who just
|
| research, we can see that more often than
| |
| | take, take and take some more. And you
|
| not it is clients who disallow
| |
| | may try to be the good-hearted Samaritan,
|
| consultants to deliver the value that was
| |
| | but eventually you get run to the ground
|
| laid out in the agreements.
| |
| | and resentment starts kicking in. As the
|
| Nickel-And-Dimers complain because to
| |
| | former UN General Secretary, Dag
|
| them this is negotiation and they feel
| |
| | Hammarskjold once said, "It is more noble
|
| this is the only way to get a fair deal.
| |
| | to give yourself to one individual than
|
| They learnt in some Arab bazaar that
| |
| | labour diligently for the salvation of
|
| haggling is part of life and without
| |
| | the masses." Being a Nickel-And-Dimer is
|
| haggling they would be taken for a ride.
| |
| | a serious disease, and most of us are not
|
| So, they apply what they've learnt:
| |
| | qualified (hopefully not interested
|
| "C'mon man, you can do better than that"
| |
| | either) to cure these hopelessly lost
|
| or "Is this your best price". The funny
| |
| | souls. The best we can do is just to
|
| thing is that when you start taking value
| |
| | avoid them with amazing accuracy and move
|
| elements out of your agreement, they
| |
| | on with our own lives.Organisational
|
| scream like the proverbial stuck pig.
| |
| | Provocateur Tom "Bald Dog" Varjan of
|
| They want it all and they want it now but
| |
| | Dynamic Innovations Squad helps providers
|
| at a lower price.In negotiation the
| |
| | of professional services to achieve the
|
| experts teach that upon hearing the price
| |
| | income and lifestyle levels they desire
|
| you have to flinch and the seller is
| |
| | through high-trust high-impact client
|
| likely to reduce the price. Yes, likely,
| |
| | relationships.
|
