Management Nugget No 11

Nugget 11: Negotiating only works with the correct sort of deliverables, otherwise it can do more harm than good.


It is an automatic behaviour in a lot of managers to negotiate any quote or estimation of work, in a misplaced belief that all things can be dropped to their lowest ‘price’ and that this shows somehow that they are in ‘charge’. however as I have discovered in many a project, particularly those centred around internal systems and data with unknowns, that it is a misplaced economy, you may think that when you’ve negotiate a project down from 12 to 8 months you are getting the same product in a shorter period of time, but you are not, with a lot of such projects the quotations come from a technical source, which means that the quote is an honest belief in how long it will take to produce a quality product, knocking this down and making it faster doesn’t mean you get the same quality product, it means you actually get a rubbish product and long-term you have actually hurt the project far more than allowing a delivery in a reasonable time period, when you are dealing with both internal business and/or technical staff please be aware that the people might not be trying to make a profit out of you, they may just be trying to do a good job

Disclaimer: As always these posts are not aimed at anyone client or employer and are just my personal observations over a lifetime of dealing with both management and frontline associates.

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