WHAT THIS MEANS

2.1        Do not guarantee specific quantitative results that are beyond your direct control (e.g. a 20% reduction in overhead expense, a 15% increase in profitability, etc.). You may provide general estimates based on your professional experience, but always qualify that these are estimates dependent upon several factors, some of which may be outside the scope of the assignment.

2.2        If you believe that your client’s expectations are unreasonable, you must challenge them. Explain to them their responsibility and further actions needed to achieve their expected results. If you stand by silently, allowing your client to anticipate benefits that are not likely to result, or at least not likely to result without further client commitment, you are a party to deception.

2.3   Define the context into which your proposal fits for meeting your client’s overall needs. Do not set your client up for surprises regarding additional work to achieve the agreed-to objective(s) of your proposal. If you anticipate the need for additional work beyond the assignment you are proposing, bring it to the attention of your client. However, you do not need to outline it in detail so long as your current proposal will result in a stand-alone product of immediate value.

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