FIRM STRATEGIES What By Ronald A. McKenzie
This is an ongoing story of encounters between the King, everyone’s favorite owner; his architect, Slide Rule; and his contractor, Igor. Characters are
inspired in part by Gary Larson’s Far Side. “So, Igor, what’s the problem? It’s the end of
the day, and you’re usually happy when we get together for a brew,” said the King to his No. 1 contractor and owner of Moat Designs. Slide Rule, the King’s No. 1 architect, took
a sip of his watered-down wine. “Is it the new project you’re doing?” The three of them had sat down on three-
legged stools in the shade outside a pub and eatery. The King’s servants hovered nearby ready to assist the King. Slide turned toward the King. “He’s got a little
project outside the Castle walls.” “Thanks for that Slide,” responded Igor. “Igor, are you doing work for others?” asked
the King. Igor looked at the King, knowing he might
now be in trouble. “I’m sorry your Majesty. I just wanted to pick up some extra shillings.” “Igor, my friend, it’s fine with me that you’re
getting extra work. Good for you.” Igor looked relived. “So, what’s the situation? Tell us about it,
perhaps Slide and I can help.” “Well, the project started out fine, but now
that it’s done, the owner is upset. He said I didn’t do what he asked.” The King waved for another round of drinks.
“Sounds like that’s simple to correct. Just show him the paperwork as to what you’ve agreed to do, and that should settle it. You know, contract, project reports, material delivery, closeout docu- ments, punch list … the usual.” Igor was silent. Slide was silent. The King was
silent. Then, the King became angry. “Are you saying to me in your silent way of
communicating that you have no paperwork?” “Yes, I have no paperwork.” “You’re an idiot.” “I agree,” said Slide.
8 METAL ARCHITECTURE July 2012
www.metalarchitecture.com “Do you know what the famed Hollywood movie
producer Robert Evans once said?” asked the King. “Movie producer?” responded Igor. “It’s a future thing. Don’t worry about it. So Igor,
do you know what Robert Evans said?” “No, your Majesty.” “How about you, Slide?” “No, I’m not even sure I know what a movie is.” The King took a sip of his wine, and for dramatic
effect, stood up to address them both. Another Master Class had started. “Robert Evans said the following … ‘There are three sides to every story:
Your side, my side, and the truth. And no one is lying. Memories shared serve each differently.’” “That really clears everything up,” said Igor
sarcastically. The King just stared at Igor. “Sorry your Majesty. Could you explain that
to me?” “In your case, it concerns the delivery of
professional services, but it also applies to those that manufacture a product or provide a service, and even to the retail market that sells the product. There must be clear documentation as to what is being delivered, no matter who you are.” “Waste of time,” said Slide. “Really?” said the King. “Are you saying that
providing me with a contract is a waste of time?” “No, no, your Majesty. It’s just time consuming.
I just don’t see how it can help.” “Well, look at your buddy Igor. He’s probably go-
ing to get involved in a long court case that is going to take time and money.” “So, proper documentation can save you
money?” “Yes. That’s exactly what I’m saying. You see,
going back to the quotation by Robert Evans. Igor has ‘his’ side of the story. His client has ‘their’ side of the story. And then there’s always the truth, or what really happened. Memories tend to fade. People exaggerate to try and win.” Igor’s mood brightened. “If I understand cor-
rectly, documentation helps get to the truth. If I had to go to court I could just present the documents to the Judge and tell him, this is our agreement, this is what I charged, this is what I delivered. I did it on time and under budget. Is that what you’re saying?” “Yes, you got it!” responded the happy King. “But what are they going to do now? I mean,
they’re fighting,” asked Slide. “The only thing he can do is apply reason. Get
all of your notes together and sit down with them and lay out what you felt was the agreement, and try and reason with them. If there is a difference, then make an offer to correct it, and if it’s new work that you would have to charge them for, then … can you tell me the answer Igor?” “Get it in writing.” “Splendid.”
With the exception of an occasional guest
appearance by the author, any similarity to actual events or people living or dead is purely coincidental.
Ronald A. McKenzie is president of COMPASS Consultants Corp., a strategic planning and marketing company specializing in developing business growth. He is a published author and has made nationwide presentations on the subject of strategic planning and marketing. He can be reached at (630) 740-4434 or
ramckenzie.compass@
gmail.com.
Contract?
Mike Stanfill
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