[thelist] Project Price

[Fred Jones]

Thanks for the feedback--I appreciate it!

> Anyway, back to the original question. Fred, I could not tell if the
> client decided to go with you after he got the quote from Big Internet
> Corporation X or whether that quote was an afterthought. If the
> former, then clearly he saw additional value with you. If we can
> assume that he is a good businessman, then he didn't go with you to
> "throw you a bone". He likely went with you because he considers YOU
> to be trustworthy and honest just as you consider him. He probably
> didn't want to deal with corporate bureaucracy and he might even know
> a little (specifically or generally) how such a quote of $x will often
> end up as $3x when all is said and done (oh, you wanted the rust
> proofing? That's extra.)
> 
> You went with him because he's not going to screw you. He went with
> you because you're not going to screw him. I would just remind him of
> this and try to understand why there is a concern over this now. Then,
> ask HIM whether he feels like you need to justify this cost and, if
> so, HOW he would prefer you do this. Put the ball in his court;
> otherwise, you will spend a lot of time worrying. Apart from that, he
> will be a hundred times more likely to buy in if it is his idea of how
> to justify the cost rather than yours.