Discussion on:

Laying out a client relationship in just enough detail

By laying out too much, I gave the show away.
It wasn't for just computer-related work: My partner and I were called to a hospital to help them lay out the most modern infection control procedures available. A young nurse had been titled "Infection Control Officer" and we were to work with her. We found that she hadn't a clue of what her job should entail. So, we were asked to make a proposal re her training and establishing the program. Then, we were bombarded with questions about what we would do for the hospital. Over about two weeks, we had a dozen or more requests. We replied at length to each of them. By the end of that period, we had provided the guidelines by which the nurse could carry out a safety survey, establish rules, and do everything involved in setting up the program. We had educated her for free. At the end of all this correspondence, the hospital suddenly "discovered" they did not have the funds to retain our services. We were given hearty handshakes and sent on our way. I should have read your article many, many years ago!