Diana from Huntsville. During my initial free review of a prospect's bills I found what looks like a clear rate class error — enough to estimate about $18,000 in recoverable overcharges. Now I am trying to decide whether to show them the finding to close the engagement or hold it back until the LOA is signed. What do you do?
I found a rate class error in the proposal stage — before the LOA
Boyd from Spokane. I show enough to prove the opportunity is real without quantifying it precisely. Something like: I found a potential rate class issue that could represent a significant recovery — I can give you the exact number once we formalize the engagement.
Pam from Richmond. Showing the full finding before the LOA is risky. You do the work, they take the information and try to handle it themselves, and you get nothing.
That is exactly my concern. The prospect seems savvy enough to attempt it themselves if I hand them the roadmap.
Boyd again. Be specific enough to create urgency — you found something real and significant — but vague enough that they cannot reproduce the work without you. A general category of error without the specific tariff language or the dollar calculation is usually the right balance.
Bobby from Memphis. I once showed everything upfront and the prospect thanked me, ended the meeting, and filed their own dispute. Learned that lesson once. Now I show just enough to get the signature.
Bobby that is painful to hear but exactly what I needed to know. Going back to the prospect with just the category of finding and the general magnitude. Specific detail comes after the LOA.