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 behaviour 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 behaviour.

And your profitability.

Alan Smith


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