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Getting to "No": How to Ask the Difficult Questions First

From JPCL, May 2014

More items for Program/Project Management

by Warren Brand, W Brand Consulting

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Tagged categories: Business matters; Project Management; Warren Brand

Comment from John Fauth, (7/7/2014, 8:32 AM)

This is a valuable lesson for anyone connected with a selling function.

Comment from David Johnson, (7/7/2014, 10:28 AM)

Best advice I have read anywhere in a long time. Very well done.

Comment from Bogdan Dana, (7/8/2014, 8:41 PM)

Plain and honest, this Larry guy lacked common sense in all aspects, after wasting about 500 hours of your time he did think he can use your services and advice for free- maybe that is why he had in mind from the very beginning. I congratulate you for being able to talk to him further after that, as basically he deprived you and your family of an income in times when the money was needed mostly.I would not speak to him ever or if he would ever call or email, I would ask him politely for a payment first. I did contact myself a highly respected American professional via email from Australia (I live in Perth) and he answered straight away, was very polite, gave me an excellent technical answer but at the end he mentioned that although he is always open for a quick piece of advice, he has got his own consulting Company and he is keen to get involved in bigger projects (which would be paid for, obviously). It is always disappointing when lots of middle men with no coatings knowledge get involved and they think they can get away with using the technical people available for virtually nothing. Paint is the first line of defence/protection against corrosion and selecting and designing the right coating package for a project can save a lot of money if it is done appropriately. All the best, Bogdan Dana

Comment from TOLGA DIRAZ, (8/18/2014, 9:33 AM)

Hi Warren, After I read the article on a PC screeen, I have printed this articles to attach it to my wall in my study room at home. ( I will for sure read it many times) Waiting eagerly for your next article in JPCL...:) Cordially, Tolga Thanks for this open-hearted and wise approaches.

Comment from Juan J. Zepeda, (8/19/2014, 9:59 AM)

Thanks Warren for sharing your life-experience with all of us. This one as well as the message implied on this letter have been very illustrative and easy going to be understood through it. Now, it´s time for us to put on practice what you have taught us with your example.

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