Dodge(y) Ball

I call up a client and ask about the information that they asked me to email to them three days ago because it was urgently needed. I dutifully follow up and ask: Is it enough? Is it what was needed? Should I dig deeper?

When my questions are met with a vague response or evasive comments, I quickly surmise the client has not yet looked at what was sent. Three days after it was really really really top priority got to have it now.

No explanations or excuses but a tersely asked: Where did you send it?

To which I answer: To your email address.

And they ask: Which email address?

So I reply: The one you told me to send it to.

Am I missing something or is this a rather silly and unnecessary exchange?

Or there is the other equally perplexing exchange that occurs when I email someone with a very specific question about a very specific piece of information that I need within a specific timeframe. Response? An email reply asking (read commanding) me to call them. Not because the subject matter is in any way sensitive. And not because they can’t call me – two phone lines, operators are standing by.

I wonder, if in the time that they wrote that request, why they didn’t just give me the name, number, location or other information sought? Or why don’t they CALL ME?

But my favorite dodgy dialogue has to do with the core question when talking to a prospect about a new public relations account, special event or promotional project. Often I am asked, “How much is this going to cost me?”

Of course, I could simply reply, “How much are you willing to spend?” It would seem they have a budget but that doesn’t seem to be something that can be shared with me so that I can best meet their needs AND stay within budget. Give me a ballpark and I can give you a realistic and reasonable response. For me to give you a far more detailed, task-oriented proposal than is needed is not a productive use of anyone's time. We can meet in the middle but it really helps to know where the middle is before I embark on that journey.

The ultimate is when I am asked to write up a job description, scope of work and anticipated timeline. Plus it is needed now so I need to work on it during my “free” time and at no cost to them (file under cost of doing business. This is a time consuming exercise and frankly I don't need the practice. I’ve always wanted to ask if, while I am putting together the description, details and deadlines, I could also set my own salary range? Haven’t been quite so bold. Yet.

I must then become part mind reader, part odds maker trying to figure out what magic number will enable me to continue to the next step and what number will force me to be banished from the bargaining table. I once bid for a project I figured would attract a lot of high priced proposals. I was the low bidder but also the one closest to the actual figure the client in mind but had kept closely guarded all along. I got the job, loved the project but quickly realized the client really needed to make the salary more in line with the work. In other words, pay for what they were getting.

Unfortunately I have put together some pretty well thoughout through plans only to have the client politely decline or suddenly stop communicating. Eventually I see some of the elements of that plan being used. Coincidence? Or just someone being impolite, unprofessional and unfair?

Don’t play games with people who are trying to do business with you. Make it a fair playing field for all, at all times. Instead of facing off on opposite sides in dodge ball, let's get on the same team and work together to win.