The “Matryoska” effect

The beginning

You receive an inquiry into the background of an individual. Your client seems all right, sounds all right, and his whole standing seems all right, looks all right, returns the good vibe saying ” no troubles here”.

3rd day after you started the project

Because you report your findings daily, he is of course informed of the fact that the subject of your research is actually more than a simple individual; he is a company owner or associate. Your client seems not to have this particular piece of information, and asks you if you can, ney, instructs you to get to it, i.e. to start a research of this company, into its financials, shareholders, visit the address, the works.

Well, the first clue your doll is not just a doll but an entire pack of dolls, all stacked neatly into each other and thus, a source of never ending surprises.

The Snowball

In a rapid succession of events, your client is ordering more tasks, all somehow related to the initial project you have discussed prior to commencing work (and quoted accordingly, don’t you forget that). Suddenly, your work load is threefold over the amount agreed, and you have 2 choices here: to let this pass (and do more work for less than the price agreed) or tell the customer to come to his senses.

Your choices

First option is no go, on grounds that nobody should be taken advantage of, or worse, pressed into an unfair agreement.

Second choice ain’t a brainer: Tell him that the “matryoska” is not working anymore; you’ll provide the results as per initial agreement, but nothing on top of that. Obviously, you’ll let him know you are able and willing to discuss further action or job, based on initial work you’ll complete. Until the final report is send to the client draw a plan of action based on his complementary tasks and quote the services in an honest and business-like manner. Send this together with the final report and insert in that document your recommendations for further work.

Be communicative. Close the deal. Build a lead.

You see, sometime the client is not aware of what can you do, or how much can he asks for a certain fee or time frame; if this is visible, explain the matters and meet him half way.

Do remember: good communication makes good business. ALWAYS !