If it’s Not Worth it to Them, it’s Not Worth it to You. - Bruce Turkel

Sharing is caring!

My father was a general contractor on Miami Beach in the 1960s. As innovative as my dad was, the business was still a rather analog affair. Supplies were delivered on flatbeds, building materials were inventoried on a clipboard, boards were nailed together by hand, and job sites were cleaned up by laborers with shovels, push brooms, and callused hands. In fact, other than the internal combustion engines in the trucks and cranes, and the electricity powering saws and drills, the business probably hadn’t changed that much since the dark ages.

Until the day that Joel, my father’s favorite plaster subcontractor, showed up with a beeper.

“What’s that for?” my dad asked, pointing at the black, cigarette box-sized gizmo hung prominently on Joel’s belt.

“It’s a beeper,” Joel answered proudly, “in case anyone needs to get in touch with me right away.”

“You get a lot of plastering emergencies?” my dad asked dismissively before walking away.

Just a few years later, when I was in the agency business, Fed Ex and fax machines changed all that.

Suddenly it seemed as if emergencies and rush jobs were an almost daily occurrence. All of a sudden, everything was a rush and needed to be done right away. Worse, clients would often ask us to do things for them before they did what they needed to do for us; have us start on work before they signed the contract, for example, or have us approve a printing invoice before we received the upfront money they were supposed to pay us first.

Of course you already know that more than once or twice we would do our work but our clients wouldn’t do theirs. You also know that it always wound up causing problems. The low-man-on-the-totem-pole would approve something without their boss’ signature and when the boss didn’t like the results they’d deny they had ever approved it in the first place.

As a response, we created this rule and posted it on the wall in our office:

“IF IT’S NOT WORTH IT TO THEM, IT’S NOT WORTH IT TO US.”

Each time a terrified junior account executive would be insisting that someone in the office had to do something the client needed right away because it was important even though the client hadn’t followed the rules and paid the deposit or signed the change order or whatever, we’d walk them over to the sign and have them read it out loud.

“If it’s not worth it to them, it’s not worth it to us.”

I don’t run the agency anymore but I haven’t forgotten the lessons.

Approvals, signatures, deposits, initialed revisions, and other proofs of performance are all critical milestones to both the completion and the success of a project. Without them, words such as “emergency,” “crises,” and “ASAP” are ironic toothless tigers.

“Toothless,” because while they sound significant, they rarely have power. “Tigers,” because even though they’re created out of your clients’ paranoias and insecurities, they can still come back to bite you if you don’t handle them properly. And “Ironic,” because, well, hell, you know why.

“If it’s not worth it to them, it’s not worth it to us” is important to remember because it can keep your own powerful motivations and ambitions in check. After all, you want to do a good job and you want to demonstrate your intrinsic worth to your clients and yourself. But unless your client is willing to put their money where their mouth is and approve your efforts and agree to pay for your work, they haven’t really given you the go ahead, have they?

Because, if it’s not worth it to them, it’s not worth it to us.

6.Comments

  1. Rosalind M.
    September 17, 2020

    My father was a builder/developer here when yours was in business, too, Bruce. They probably knew each other. Ironically, Dad got burned badly from the people he most trusted. All the others were pleased about his quality and honesty as their jobs progressed. He did pro-bono work for friends and the Hope School, too. Very well-respected in business, he had a fatal heart attack soon after turning 55. I met many of his suppliers and colleagues in the ensuing years as a professional interior designer. Determined to stay in financial control since being directly influenced by losing him too soon, I would not begin work until my prospective clientele first signed a contract agreement, along with giving me a design retainer fee. They made 50% deposits on all purchase orders, with the balance to be paid upon notification the goods were READY to be delivered — not ever in the client’s possession — their balance in my hand, ready to pay my suppliers in full. Another adage is: “Don’t become a bank for your clients.” Above all: honesty, keeping overhead low, and being quick to pay suppliers, I was respected by both ends of that spectrum. I didn’t become rich, but I didn’t have to borrow any money, either!

    Reply
  2. Jeanna Hofmeister
    September 16, 2020

    Yes! Yes! Yes!

    Also reframed as “your lack of planning does not constitute my emergency.” So often these situations play out to the benefit of neither party and we have all learned the hard way by not getting paid. Valuing your own work and expecting payment for it is one of the true signs of success.

    Reply
  3. September 16, 2020

    Reading your blogs are like lessons in philosophy.Your words are brilliant. I apply the “not worth it to them, not worth it to me” when I am asked hundreds of times to do free workshops. Also, just wanted to know, did you take that photo of the Bengal white tiger on your living room couch.?
    Also point of interest: Their claws are as dangerous as their teeth.

    Reply
  4. Ross E. Heller
    September 16, 2020

    Here, here, Bruce.

    Always get an i/o !

    Reply
  5. Charles M Dusseau
    September 16, 2020

    The pre-beeper world seems so far away now. It was a less frenetic time when information came in at a pace that permitted us to process it in a more thoughtful fashion and respond with our heads and not our passions.

    Reply
  6. September 16, 2020

    Like it! Read your work regularly…you made me comment with this one because it’s perfect!
    A little more difficult as a freelance photographer but the basics are all there!
    Thanks of the good reads and work you do!

    Reply

Leave a Comment

Skip to content
// linkedin contents | start // // linkedin contents | end //