Every businessman has to use his sixth sense: many small businessmen expect to beat the system by cheating one way or another.
Indications that you've got a 'player' are going to be right before your eyes.
1st Is your prospect obviously a low ball operator in a 'price-taking' enterprise? ( That is, is he not in control of his pricing, his location and has shallow pockets?)
2nd Is your prospect from one of the ethnic sectors of our multi-cultural society famed for shunting all work to their relatives? ( You're not a bigot for understanding that it is impossible for some ethnics to NOT direct all business to the clan. In Japan this is codified into Keirestu. Toyota has a corporate clan; Nissan has a corporate clan -- and NO clan member from one sells/deals with the other/ clan enemy. Race has nothing to do with it: everyone is pure Japanese!)
3rd Does your prospect's place of business/ residence evidence plenty of DIY creativity? ( My sister bought a circa 1962 home whose previous owner was so creative that he killed its market value. No one wanted to deal with all of the hair-ball in-your-face wiring violations and cheesy 'upgrades.' )
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I'm sure other 'tells' are in your own experience...
Whenever your spider sense is tingling stop wasting time with forlorn hope. Cut to the chase: if a plan exists in writing eyeball it and bid it with exclusions and inclusions. Add fat because of the bid risk.
Expect that most of your bids will bust out these days. You can't stop that. What you can do is stop working for negative earnings and increasing your risk exposure.
If the plan is 'Blue Sky' then I shift gears to 'consultancy.' As a consultant my rate is $$$ per hour and with your assistance this task should take half a day/ 8 hours spread over the next week....
As a consultant I'll put together a budget oriented scheme and let you and yours take it from there. I'll through in a bill of materials so that you will know what to buy for quick, easy results.
This project is so simple that it is realistic for you to get an owner's permit. I'm your consultant, only, and will not inspect/ correct or over-rule your efforts.
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Payment is due when I hand over the plans -- no logo, plain paper....
