Colleagues:
Of course, this dilemma has probably existed since the Romans bid on the
first chariot. You need to present a design to the client to prove you
have a plan in order to sell the job, but you can not prevent the client
from using your design to shop contractors. There is not a lot you can do
about this. I let these clients go without much regret. If the client
does not understand the ethics involved, or is not ethical, I'd just as
soon not work for them.
It is a fine line on what documentation you present to the client. We try
to be generic during bidding and vert specific during contracting. Once
the client is ready to sign a contract, we want it made clear exactly where
the modules will be installed and specify any exclusions.
This discussion got me thinking about the cast iron pipe top-of-pole mount
problem discussed here recently. Someone suggested smashing the customer's
pipe and someone else wanted to tell the customer off. I don't believe
either idea is productive or professional. My approach in similar
situations is to remain calm, present the dilemma and supporting
documentation in writing and let the customer decide: Does he want the job
done properly with your services or improperly without your services. I
have observed a few structural engineers and other professionals that
exhibit a very professional demeanor and I have used them as role
models. These are the men/women that earn good money and are above
reproach. This is the reputation I want to cultivate.
Respectfully,
William Miller
>You guessed
> it, they showed our detailed proposal to the other firm who then proposed
> the exact same system we proposed, item for item, except they lowered
> their price about 1/2%. Yes, we lost the job.
>
> No, its not only not a good idea to give out this cost information, but
> its also not a good idea to give out a detailed parts list breakout. If
> the client wants another bid, then go for it, only let the competition
> have to go to the same trouble you did to figure out what parts and sizes
> of equipment will be needed.
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