>Hi Gang,
>
>Another Top Ten List, yeehaw. Having been involved in a hair-raising series of quotes, negotiations, and deal-making lately, I thought a general consulting list would be in order:
>
>

Never, ever utter the words "easy" or "simple" in front of a client. Any setback at all after using these words will brand you as an idiot.

Guilty. I agree, bad practice, but it hasn't cost me yet. I am usually careful to qualify "easy" with "should be".


>

Always dress better than they do. If they wear t-shirts, wear sport shirts. If they wear open-necked shirts, wear a tie. They are paying you far more than they pay employees: Look worth it.

Guilty. I know I would come off more professional if I stuck to this, but to me, one of the great benefits of my job is the ability to walk into a room full of stiffs wearing my ZZ Top t-shirt, and take command of the meeting.

>

Lock the scope of the assignment in writing before beginning the project. Require change orders for any, and I mean ANY, deviation.

Agreed.

>

Have one less drink than they do. Inevitably, you will be asked to socialize with a client. One who drinks. Let HE or SHE become the tipsy one. Just don't be obvious about it.

Not a problem. Some of clients are heavy drinkers.

Erik Moore
Clientelligence