As a business development consultant rather than a technical oriented person, when talking to potential customers, I often here this:”I’d be interested in having (in writing) a short description or summary of how you would takle this matter”.(beforewe proceed in giving you a mission). On one hand, I’m tempted to give the potential customer a hint on my expertise, but I can say, having learned from previous mistakes, that this is the last thing I’d do nowadays, for 2 reasons. 1? if my expertiseis worth anything to the client, it has a value and he should be paying for it. 2? it’s extremely dangerous to go ahead in recommendations if one is not fully aware of the clients situation and needs. The way I generally get away with this is to either ignore the request as if I not heard it, or better,when appropriate, that this important type of information should certainly be added in the scope of the forthcoming mission and that I’d be glad to share my expertise with the client in this context. Having said this, either the potential customer smiles (it was worth trying he must say to himself) or agrees, and this future report becomes an additional chargeable item on the list.
