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course, buyers have price on their minds to some extent all along For some, like public-sector clients, price has to be the primary selection criterion But you can safely assume that most buyers want to nd the right people for the job before addressing the issue of price Once buyers are convinced they have found the right experts, their priorities frequently shift to an evaluation of price They focus on payment terms, conditions, expenses, and the language of the proposed contract or engagement letter This increased emphasis on price shouldn t surprise you You can usually see this renewed interest in price as an indicator that your client has, so far, been satis ed At that point in the sales process, some buyers will ask for concessions, such as lower fees or no up-front payments Naturally, buyers hope to get the best deal possible.

Some of us by nature are task oriented Such people focus on what needs to be done and direct their energy to moving the work forward, tending to ignore or override concerns with people and expect that staff and colleagues will remain positive and get on with what needs to be done It is important to keep one s eye on the ball and keep things going Others may be more concerned with a range of much less clear considerations that have to do with how the people of the organization set about things: the extent of their involvement, how they interact, how their contributions and their experience can be improved Someone who is process oriented notices people issues and sees them as important Writers on organization refer to this set of concerns in various ways: maintenance orientation , concern for relationships , consideration for people and so on.

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1. Scale dough into 20-ounce (600-g) units. On a floured board, roll each piece of dough into a rectangle measuring 9 x 12 inches and about 1 4 inch thick (23 x 30 x 1 2 cm). Brush with butter and sprinkle with 2 ounces (60 g) cinnamon sugar. Roll up like a jelly roll 12 inches (30 cm) long, as shown in the illustration. Cut into 1-inch (21 2-cm) rolls. Place cut side down in greased muf n tins or on greased sheet pans. One full-size pan, 18 x 26 inches (46 x 66 cm), holds 48 rolls placed 6 by 8. For variations on the basic cinnamon roll shape, see Figure 30.16.

We will use the term people processes when referring to this set of concerns For an organization to function effectively, its management needs to pay attention to both the task dimension and the people processes dimension Think for a moment about running a transport rm The task dimension calls for vehicles to pick up and deliver loads according to a schedule, maximizing productivity per vehicle However, if the rm focuses solely on what it does, things will go wrong eventually How is the rm to continue in business over the long term Vehicles need to be maintained which necessitates taking them off the road and so do the people who drive them Are the expectations of the drivers realistic and appropriate: are routes and schedules understood and accepted Could improvements be made Where changes are planned, will people adapt to them And so on.

A basic de nition of management is getting things done through people That requires working with both the task and the people processes dimensions Regardless of personal orientation or preference, a professional manager has to learn to work with both and balance them appropriately..

Assuming that you price your services in alignment with the value you are proposing to deliver, this conversation should be straightforward 11 covers negotiating for a range of pricing strategies in more detail, but the point is always to connect the perceived value of your solution to your proposed fee And show the relationship between the scope of the project, the expected value, and the proposed fee Once you establish those connections, you can illustrate the ways in which you can change the fee If you are meeting with buyers about your fee, steer the conversation to alternatives Instead of showing a single price, offer choices Show more than one scenario for scope and fees Vary assumptions for staf ng, the schedule, and who will take on particular tasks For each option, present a rationale for the fee and an estimate of expected value.

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