Concessions must be earned

Published: May 09 , 2013
Author: Alan Smith

 

The UK Government announced last week, a string of reforms designed to change the way that prisons operate. One of the key areas is the way that prisoners earn privileges.

Justice Secretary Chris Grayling said: "In the past, we've sent the wrong message. "From November, inmates must "actively earn privileges" and are being warned a simple absence of bad behavior will "not be enough".

Well Duhhhhh!

Is it just me or is the problem with common sense is that it is simply not common enough.

I don't want to enter the debate about prison being a kind of holiday camp, or even the philosophical discourse about rehabilitation or punishment. The reality is that if we give things at no cost then they appear to have no value.

A client of mine complained that he was under pressure to reduce his price. "Don't they understand that I am significantly over servicing this piece of business already".

Well not if you don't at least tell them, and at best trade the services that are outside normal scope for a longer deal, better terms, or a named space in their car park. (The longer and more creative your wish list is the better).

When we trade we give explicit to the value to the moves we make.

If you are tempted to give more than the other side asks for think carefully about how that impacts on their behavior.

And your profitability.

Alan Smith


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Muck Shift

Just when is a deal not a deal…? I heard this story from a friend of mine the other week; there are some lessons to be learned! So, my pal is a developer and is building some houses on what is essentially a square site. Two sides of the square can be accessed from the road in a neighboring housing estate and the other two are beside a field owned by another developer. There is a huge pile of muck to shift before the actual building project; this phase is known in the trade – and not unreasonably - as a "muck-shift"! As there will be 80 -100 lorries coming in and out each day for 6 weeks, it was considered more convenient to access the site over the field, so an approach was made to the developer to discuss the terms under which he would allow access. This is a standard arrangement and the deal typically is that the field would be returned to the owner in its original condition. Developer makes a bit of money, where otherwise he wouldn’t; homeowners in the adjoining estate are less inconvenienced; builder does not need to spend money cleaning the streets and getting them back to a usable state at the end of the project. Win-win.

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