Bid or Lottery

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Posted by Dudley McIlhenny, CMC on November 11, 1997 at 15:31:11:

No question what to do: think through the project and put yourself in the
client's shoes-- then send a letter telling him how the project should/can be
conducted best, and give specific advice on how he can select the best
consulting firm and manage the process. Also indicate the expected reasonable
amount he should be prepared to pay and the estimated time. Politely and
firmly remove yourself from bidding and position the letter/guide as a
substitute for your participation (ie-regretfully blah blah but did want to
offer our own thoughts and guidlines for projects of this type to enable you
to make better decisions and manage the project in such a way as to maximize
its cost/value".

You avoid positioning yourself as a commodity consultant, provide value and
demonstrate that your personal commitment and interest in his personal
performance transcends dealing with shoddy treatment in a competitive bid
situation. A classic win-win. No question that it'll all come back in time.
Regards, Dudley McIlhenny, CMC

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