Job Book 9th Edition - Book - Page 36
ONLINE VERSION
24
Stage 0 > Strategic Definition
0.5.3.6
Provide the client with the fee proposal, and be prepared to
negotiate if appropriate.
Price the client’s stated requirements at the outset, no more
and no less. You will need to be aware of prevailing market
conditions, but if you quote a fee that is unrealistically low it
might mean that you have to cut corners and so the quality of
service you are able to provide will suffer accordingly. There are
obvious risks in putting yourself under this kind of pressure.
Take the time and trouble to explain fully to a client what you
are proposing and why. For example, statutory obligations
and necessary consents, Technical Design and procedures for
appointing the contractor and subcontractors may well seem
daunting to the uninitiated.
Be realistic when negotiating. A successful negotiator knows how far to
go and when to stop. The aim should never be to secure a commission
at any price.
0.5.3.7
Decide whether to accept the commission if offered and confirm
it in writing.
0.5.3.8
Submit appointment documents for signature before
commencing work. Ensure that future review of the
appointment is covered in case it is required. Where a standard
form is used, follow the guidance notes exactly.
Should it prove premature to enter into a formal memorandum
at this point, when for example the extent of professional
involvement cannot yet be determined, then enter into a
preliminary agreement as an interim measure, clearly identified
as such. See Figure 0/3.
Keep adequate and appropriate records of all dealings
connected with the project. Never sacrifice proper paperwork
for the sake of assumed goodwill. File everything systematically,
whether in hard copy or in digital form, so that items can be
easily found and retrieved. It is essential to have fail-safe backup arrangements to protect both work in progress and records
which may be needed for future reference.
Never assume that the commission is won until you have received
written confirmation of acceptance.
