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Each offer should be accompanied by the friendly, informal letter. Unlike it the offer should be strictly business. Write it how would compose an essay under the decision of the problem given in Chapter 4. Number or designate letters headings and subtitles. Break the project into some stages. It is important to mention and the several moments, the concerning fee and expenses as in each offer all it should be.Let's assume, you ask the fixed fee at a rate of $45.000 for services in the given project. Instead of specifying all sum of the fee in the end of the offer (that does the majority of advisers), double the chances of task reception. 1. Break the project into three stages. 2. In the end of everyone specify the fee in $15.000. 3. Present each stage as the miniproject, giving the chance to the client to solve, whether he wishes to pass from a stage I to a stage II after corresponding consideration and an estimation of your job, and then from a stage II to a stage III.
Arriving thus, you really put yourselves to the place of your client and begin process on overcoming of its "wall" of resistance. You do not force it «to buy a pig in a poke». The client understands now – you not hungry, extending money the person, trying to force to sign the suffocating contract for the sum of $45.000, without having given even chance to estimate its cost. On the contrary, you give it two «a saving exit» that does it more trustfully, and you in his eyes deserve now much bigger trust. It will be much easier to it to sell your services to the heads, the controller, board of directors. Finally many organisations allow the management to take the certain financial obligations having "ceiling". In that case $15.000 without ceremony can be such "ceiling" for the given head and he can invite you without someone's permission and superfluous words. The more stages contains the offer (within limits), the it is less part of the fee and more chance of contract reception. There is a sense! Now you quickly study in understanding of requirements and representations of the client, realising, how much they are important. If you were the client would feel itself much more comfortably with such adviser. Actually you were in such situation. After all to deal with the mechanic defining problems of your car stage by stage and specifying the price of each "step", rather than with stunning to a descent the huge sum much more comfortably, despite the fact that what the problem is insignificant.
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