The one reason why you should never work with your wife | Season 4 Episode 6


Please rate this podcast


1 Star2 Stars3 Stars4 Stars5 Stars 1 votes, average: 3.00 out of 5
Loading...


I had to learn this one the hard way.  Working with your partner can be extremely difficult.  To put it bluntly, it’s hard to be intimate with someone you’ve been arguing with all day.  That’s not to say it’s impossible.  My guest this week Michael Morozov from Aurum Window Cleaning disagrees with my assessment.  The two argue about what “work-life balance” really means.  It’s not always so cut and dry!

____________________________________________________

INSTAGRAM: https://www.instagram.com/timbyrnealmostlive

TWITTER: https://twitter.com/timbyrnealmost 

FACEBOOK: http://www.Facebook.com/TimByrneAlmostLive

Is Salesforce really worth 20k a month? | Season 4 Episode 5


Please rate this podcast


1 Star2 Stars3 Stars4 Stars5 Stars 1 votes, average: 5.00 out of 5
Loading...

I love young entrepreneurs.  They inspire me.  I started my business when I was young.  But I made a ton of mistakes along the way.  It took my a long time to become a success.  That’s why I’m so impressed when I meet a young person who is already a success.  That’s why I wanted to invite Michael Morozov onto the show this week.  Michael founded his company when he was still in University.  By his second year he was making over six figures.  Now his business Aurum Property Care is one of the largest window cleaning companies in North America.

In this episode Michael and I talk about how he managed that explosive growth.  He reveals why he had to design his own software system to manage all the moving parts of his buisness.  That investment cost nearly $500 thousand.  Eventually his company outgrew that system.  So he decided to move to Salesforce instead.   That decision wasn’t easy.  And it wasn’t cheap.  So was switching to Salesforce worth the expense?  Find out more!

____________________________________________________

INSTAGRAM: https://www.instagram.com/timbyrnealmostlive

TWITTER: https://twitter.com/timbyrnealmost 

FACEBOOK: http://www.Facebook.com/TimByrneAlmostLive

Tim loses his mind while giving sales advice | Season 4 Episode 4


Please rate this podcast


1 Star2 Stars3 Stars4 Stars5 Stars 1 votes, average: 5.00 out of 5
Loading...

It’s time for a little Timology!  Today I’m talking about preparing for the worst.  Every salesperson has heard the same things.  “Your price is too high” or  “I can’t understand your quote.”  There’s a laundry list of excuses that you have to contend with.  Instead of dreading those moments you need to come prepared!  I’ve developed some perfect comebacks to each and every one of those annoying excuses!

____________________________________________________

INSTAGRAM: https://www.instagram.com/timbyrnealmostlive

TWITTER: https://twitter.com/timbyrnealmost 

FACEBOOK: http://www.Facebook.com/TimByrneAlmostLive

Do you really need to go to school? | Season 4 Episode 3


Please rate this podcast


1 Star2 Stars3 Stars4 Stars5 Stars 1 votes, average: 5.00 out of 5
Loading...

Friends, let me say it this clearly.  University is a giant waste of money!  Well, not always, of course.  If you’re a doctor or a lawyer or an engineer after spending $75 thousand that’s probably a wise investment.  But what I’m talking about is the BA in Lithuanian basket weaving that costs your parents more money than their first house.  It’s a degree in sweet fuck all as far as I’m concerned!

Today on the show we debate the merits of a post-secondary education.  We discuss why I think you learn way more in the real world than you ever could in a classroom.  Not everyone agrees with you, mind you.  I’d love to hear your opinions!

Guest: Dylan Gosine

____________________________________________________

INSTAGRAM: https://www.instagram.com/timbyrnealmostlive

TWITTER: https://twitter.com/timbyrnealmost 

FACEBOOK: http://www.Facebook.com/TimByrneAlmostLive

 

Tim reveals his darkest secrets | Season 4 Episode 2


Please rate this podcast

1 Star2 Stars3 Stars4 Stars5 Stars
(No Ratings Yet)
Loading...

Have you ever heard the term TMI?  As in, too much information?  TMI could be the subtitle of today’s episode.  I share some of the weirder stories from my childhood growing up in small town Ontario.  Have you ever wondered why they put those locks on the water coolers at the golf course?  I may be directly responsible.

I also share how my family ended up in the glass business.  The story is a pretty interesting one and involves Ireland, Egypt and a somewhat questionable relationship with government regulators.

The reason why I like to share the more unsightly parts of my history is simple.  I want people to know that it’s possible to be a massive screw-up and still make it.  It gives hope to everyone!

Guest: Dylan Gosine

____________________________________________________

INSTAGRAM: https://www.instagram.com/timbyrnealmostlive

TWITTER: https://twitter.com/timbyrnealmost 

FACEBOOK: http://www.Facebook.com/TimByrneAlmostLive

S03E30 – How to do all your business from your dock


Please rate this podcast

1 Star2 Stars3 Stars4 Stars5 Stars
(No Ratings Yet)
Loading...


If your software doesn’t make my life easier than I don’t want it.  There are a ton of technology solutions out there.  But more often than not they are a HUGE pain in the ass!  Especially if you have multiple systems that don’t work with one another.  My goal is to do all my work from my phone.  On my dock preferably.  If your software doesn’t have a smartphone app I don’t want anything to do with it.

I talked with a lot of people with fancy new tech solutions at the REMI Show.  Very few impressed me.  That’s why I liked Jill Kegler so much.  Jill works with DoubleA Solutions.  They have a bunch of products under their umbrella – including sales software, phone auto-dialer and a VoIP software.   All of them are intended to make you work work less while producing more.

INSTAGRAM: https://www.instagram.com/timbyrnealmostlive

TWITTER: https://twitter.com/timbyrnealmost 

FACEBOOK: http://www.Facebook.com/TimByrneAlmosLive

S03E28 – “Why the f*ck would I want a smart bathroom?”


Please rate this podcast


1 Star2 Stars3 Stars4 Stars5 Stars 1 votes, average: 5.00 out of 5
Loading...


If there was one common theme at this year’s REMI Show it was technology.  Tech vendors have every imaginable solution for building managers.  Some make sense.  Others…not so much.

One of the more interesting attempts is a joint effort by paper giant Kimberly-Clark and Gojo, the inventors of Purell.  They want to create a smart bathroom.  Yes, you heard me right.

The idea is to add internet connected sensors to things like paper and soap dispensers.  No more waiting for complaints from irritated clients to fix the shitter.  Not a bad idea.  But I was skeptical.  The guys from KC and Gojo tried to make the case for why the initial investment is worth it.

*****************

INSTAGRAM: https://www.instagram.com/timbyrnealmostlive

TWITTER: https://twitter.com/timbyrnealmost 

FACEBOOK: http://www.Facebook.com/TimByrneAlmosLive

S03E26 – How to climb to the top and have fun along the way


Please rate this podcast

1 Star2 Stars3 Stars4 Stars5 Stars
(No Ratings Yet)
Loading...


Tracey Caville knows how to do it right.  She has been a business warrior for over two decades.  She clawed her way into important positions in two successful companies.  And she never lost her sense of humor along the way.  I loved talking with her.  Over the next 30 minutes you will here Tracey and I discuss her current role at Scandinavian Building Services.  We also talk about why working in an office is better than working from home.  And the toll working long hours can have on your home life.  But mostly we just goof around!  Tracey is really funny and I had a great time recording this interview with her.

*****************

INSTAGRAM: https://www.instagram.com/timbyrnealmostlive

TWITTER: https://twitter.com/timbyrnealmost 

FACEBOOK: http://www.Facebook.com/TimByrneAlmosLive

 

S03E25 – Are smart buildings smart enough?


Please rate this podcast

1 Star2 Stars3 Stars4 Stars5 Stars
(No Ratings Yet)
Loading...

I have seen a lot of attempts to bring technology into new buildings.  Some of them make sense, but a whole lot more are just giant money sucks.  That’s not the case with today’s guest.   Adam Bartman is one of the most impressive young entrepreneurs I’ve met in a very long time.  He started working as a plumber with his Dad when he was still a teenager.  Now in his early 30’s Adam is the co-founder of Reed Water.

Reed promises to do something property managers have been dreaming about for decades.  Their technology allows for total control and monitoring of every valve and fixture in your building.  Trying to track down missing water inside older buildings can be a costly nightmare.  Adam explains how the technology works.  And he and Tim debate the merits of incorporating more “smart” technology in new buildings.

*****************

INSTAGRAM: https://www.instagram.com/timbyrnealmostlive

TWITTER: https://twitter.com/timbyrnealmost 

FACEBOOK: http://www.Facebook.com/TimByrneAlmosLive

S03E20 – How to create a business that lasts


Please rate this podcast


1 Star2 Stars3 Stars4 Stars5 Stars 1 votes, average: 5.00 out of 5
Loading...


One question I get asked all the time is: “How did you do it?” How was I able to create a business that has lasted for so long? My guest this week has some answers. Ted Mastrucci founded American Project & Repair in Detroit 20 years ago. Together we talk about all the mistakes we made building companies made to last.

INSTAGRAM: @TimByrneAlmostLive
TWITTER: @TimByrneAlmost
FACEBOOK: Facebook.com/TimByrneAlmostLive

S03E13 – Timology: How to stop selling and start winning


Please rate this podcast


1 Star2 Stars3 Stars4 Stars5 Stars 1 votes, average: 5.00 out of 5
Loading...

There are a lot of theories about how to become a great salesman. But today I’m going to tell you one you probably haven’t heard before. Stop trying to sell. The second you approach your clients as a greasy salesman you’re bound to fail. Instead, approach them as friend. Creating a real relationship with people is way harder than being a salesman. But it’s guaranteed to pay off in ways you never expected.

INSTAGRAM: @TimByrneAlmostLive
TWITTER: @TimByrneAlmost
FACEBOOK: Facebook.com/TimByrneAlmostLive

S03E12 – Not all heroes wear capes


Please rate this podcast

1 Star2 Stars3 Stars4 Stars5 Stars
(No Ratings Yet)
Loading...


This week Tim visits the staff at the Cedar Centre, a counselling facility based in New Market, Ontario.  The Cedar Centre is a remarkable place that provides help and support for survivors of childhood sexual and physical abuse.  Tim and the staff at the centre talk about how how to heal those that have been traumatized as children.  Tim shares his own stories of dealing with trauma and why psychological support is so important.

The Cedar Centre is hosting a gala on May 4th, 2019 to celebrate their 30th anniversary.  The Hand in Hand Gala will help raise funds for the centre’s incredibly important work.  It takes place at the Royal Venetian in Aurora, Ontario.  Cocktails are at 5:30p and dinner starts at 7:00p.  I can’t think of a better way to give back to the community.

INSTAGRAM: @TimByrneAlmostLive
TWITTER: @TimByrneAlmost
FACEBOOK: Facebook.com/TimByrneAlmostLive

 

S03E11 – The labour shortage is your fault


Please rate this podcast


1 Star2 Stars3 Stars4 Stars5 Stars 1 votes, average: 5.00 out of 5
Loading...



OK, it’s not your fault specifically. But for all the talk about the labour shortage not enough of us are talking about how to fix it.

The way that I retain staff is simple. Don’t build a path where you want people to go. Build a path where people are already walking. We have maximum flex hours to let people work when they want. You can bring your dogs or kids to the office. Music is allowed and people are encouraged to play. People need to pick us as an employer before we pick them as an employee!

I’m joined this week by Julie Kwiecinski from the CFIB to talk about how employers can fix the work shortage.

INSTAGRAM: @TimByrneAlmostLive
TWITTER: @TimByrneAlmost
FACEBOOK: Facebook.com/TimByrneAlmostLive

S03E09 – Tim’s Small Business Secrets


Please rate this podcast


1 Star2 Stars3 Stars4 Stars5 Stars 2 votes, average: 5.00 out of 5
Loading...

My god, have I made mistakes.  It’s the one thing that should be crushingly obvious to any listener of this podcast.  I’ve blown up marriages, businesses and my relationship with my brothers.  But through it all I’ve built two multi-million dollar companies that have survived far longer than I ever expected.  I want to share some of the things that I’ve learned along the way.  It’s the whole reason this show exists.

In today’s episode I’m joined again by Nikki Pett.  We talk about the dangers of working with family, how to negotiate and why self-awareness is the only way to truly succeed.

 

INSTAGRAM: @TimByrneAlmostLive
TWITTER: @TimByrneAlmost
FACEBOOK: Facebook.com/TimByrneAlmostLive

S03E07 – Work Hard, Play Hard: Work life balance


Please rate this podcast

1 Star2 Stars3 Stars4 Stars5 Stars
(No Ratings Yet)
Loading...

I’m a firm believer in working hard and playing hard.  To illustrate that point I recorded this week’s episode while hiking near Mont Tremblant, Quebec.  I was joined by my two favourite girls, my wife Allie and “step-daughter” Alex Byrne.

As we snowshoed through the fresh snow we talked a lot about what mattered in life.  I don’t need my people to work 100 hours a week.  I need them to do a good job.  I run a task oriented business that emphasizes success over punching a clock.  Too many businesses are exactly the opposite.

S03E06 The Tables Have Turned with Nikki part 2


Please rate this podcast


1 Star2 Stars3 Stars4 Stars5 Stars 1 votes, average: 4.00 out of 5
Loading...

This is easily one of the best conversations I’ve ever recorded. Business guru and relationship expert Nikki Pett has once again turned the tables on me. In this part of our conversation we get into the nitty-gritty of how to grow your business through every stage of its development.

I share with Nikki how important it was to hire a personal assistant when my business was still young. The reason was simple. I needed to focus every waking hour on generating more revenue. Laundry and making meals was not making me money. It cost a lot but in the end my revenue doubled within the first year!

We talk about how important it is to surround yourself with like-minded individuals. If you’re the smartest person in the room, you’re in the wrong room. Surround yourself with people that are better than you and you’re going to get better!

S02E27 – What the hell is a building consultant anyways?


Please rate this podcast


1 Star2 Stars3 Stars4 Stars5 Stars 1 votes, average: 5.00 out of 5
Loading...

Of all the job titles Tim has heard thrown around over the years “building consultant” is definitely the most confusing. Stephen Emberley from Tri-Tech Pinnacle Group is here to explain. Together, Tim and Steve talk about why so many job sites are torn apart by internal bickering.  They also debate the importance of firing clients who aren’t working out.

INSTAGRAM: @TimByrneAlmostLive
TWITTER: @TimByrneAlmost
FACEBOOK: Facebook.com/TimByrneAlmostLive

 

S02E25 – Why being an asshole is bad for business


Please rate this podcast


1 Star2 Stars3 Stars4 Stars5 Stars 3 votes, average: 5.00 out of 5
Loading...

Tim is joined this week by Doug Macy from Trust 1 Security. The pair talk about how to create a unique identity in a crowded marketplace. Tim has tried to center his business around his own personality. Making yourself the brand is a great way to generate some name recognition but it has it’s downsides too. Doug thinks Tim has succeeded because he is fiercely loyal and refuses to abandon his friends when time’s get tough. “If someone falls and your don’t offer a hand, you’re just an asshole.” Tim says.

SOCIAL: @TimByrneAlmostLive
WEBSITE: TimByrneAlmostLive.com

S02E24 – Communication Breakdown: Why nobody cares about your email


Please rate this podcast


1 Star2 Stars3 Stars4 Stars5 Stars 1 votes, average: 5.00 out of 5
Loading...

In the age of digital connection there we’re forgetting some basic facts. Your closest relationships are with the people that you actually meet in person. Next come the people that are willing to answer your phone call. Way down at the bottom are people you only interact with via email or social media. Tim is joined by Byrne On Demand sales rep Doug Bellar to discuss how to really connect with your clients.

S02E23 – What Keeps Every Business Owner Up at Night with Sanj Patel


Please rate this podcast


1 Star2 Stars3 Stars4 Stars5 Stars 1 votes, average: 5.00 out of 5
Loading...

Striking out on your own can be terrifying. It’s way easier just to stick with an employer and collect a cheque. Today on the show Tim talks with Sanj Patel, the owner of Ignis Building Solutions in Toronto. Tim and Sanj are on opposite ends of the entrepreneurial spectrum. Sanj is just starting out while Tim has been in the game for decades. Their conversation is going to be super-interesting to anyone thinking about starting their own business.

S02E22 – Cushman and Wakefield with David Anderson


Please rate this podcast


1 Star2 Stars3 Stars4 Stars5 Stars 1 votes, average: 5.00 out of 5
Loading...

David Anderson has worked for decades in the property management and acquisition business. He’s the perfect bellwether to figure out the state of the economy. He and Tim debate the likelihood of a recession and where the industry is headed.

S02E21 – Death of a Salesman with Andy Rutledge


Please rate this podcast


1 Star2 Stars3 Stars4 Stars5 Stars 1 votes, average: 5.00 out of 5
Loading...

Being a salesman sucks. Especially if you’ve just started in a new territory or with a new company. By month six you’re ready to quit. You’re depressed. You’re frazzled. You have no one to turn too. Now you do. On today’s episode Tim shares how you can get over the hump and really succeed.

He’s joined this week by Andy Rutledge, a relatively new salesman at Stadia.  He is in the midst of dealing with the desert that is month six at a new sales job.  Tim provides some counsel to his younger counterpart.

The problem is that success for a sales person is hard to see in the moment.  Success means money and even if you’ve been making some deals you won’t see the fruits of that labour for at least another three months.  That means you have to have a robust sense of self.  You have to believe that you’re succeeding.  Otherwise the voices in your head are going to take over an make your life miserable.

 

S02E20 – QuadReal with Cheryl Gray Part 2


Please rate this podcast


1 Star2 Stars3 Stars4 Stars5 Stars 3 votes, average: 5.00 out of 5
Loading...

Cheryl Gray is a titan in the Toronto real estate industry. In the second part of our conversation we discuss the looming recession and about how to build real relationships in a digitized age.

I was also extremely eager to talk with Cheryl about how young companies can get a foothold in the industry. Cheryl is untouchable to the average trade or vendor. She explained how an up-and-coming company can get the attention of a big player like Quadreal. This is must have information for start-up companies!

S02E15 – Close Canada Post FOREVER!


Please rate this podcast


1 Star2 Stars3 Stars4 Stars5 Stars 2 votes, average: 5.00 out of 5
Loading...

Tim is joined by Anthony Vinzi to talk about a bunch of things affecting Canadians this week.  Canada Post is in the midst of a rotating strike across the country.  This raises the question:  What’s the point of Canada Post anyway?  Our heroes talk about why small business needs to get ready for a recession.  And the pair savage Trudeau’s plan to allow the census to access your tax records.

S02E09 – Tim vs. Sarah – Toronto Votes 2018


Please rate this podcast

1 Star2 Stars3 Stars4 Stars5 Stars
(No Ratings Yet)
Loading...

The race to become Toronto’s next mayor is grinding towards it’s inevitable conclusion on October 22nd.  The race started with dozens of candidates. That number has been whittled down to just four viable candidates.  One of the more unexpected survivors in this political deathmatch is an unassuming house mom named Sarah Climenhaga.  Sarah doesn’t have the usual political credentials of most candidates.  That’s what made her so interesting to Tim who invited her onto this week’s episode.

Sarah is a community volunteer who is busy raising her three kids.  She worked previously with the World Wildlife Fund but wasn’t particularly political.  She decided to enter the race because she was unhappy with John Tory’s absentee governance of the city.  She is a strong believer in collaboration and doesn’t subscribe to any particular party platform.  “I agree with fair wages which is an NDP focus but I also believe in wisely spending tax money which is a Conservative principal,” she says.

Sarah’s down the middle approach flies in the face of Tim’s more libertarian ideas.  Tim is a strong proponent in reducing the size of government. He also thinks Toronto business is overtaxed, a proposition that Sarah doesn’t necessarily agree with.  She does say that the pace of decision making is far too slow at city hall.   

They say that it takes as much as $2 million to run for city hall in Toronto.  Sarah is running a campaign with far less money than that. She says her biggest strength is her ability to connect with regular voters and to actually work with people of wildly different political ideas.  We’ll find out if her platform will succeed Oct 22nd.  

S02E05 – The Naked Truth (On Being Too Expensive)


Please rate this podcast


1 Star2 Stars3 Stars4 Stars5 Stars 1 votes, average: 5.00 out of 5
Loading...

There are few things more painful in life than being dragged into a corporate workshop.  That is until you go to a Tim Byrne corporate workshop. Instead of the usual droning on about sales projections and team building you get a Tasmanian Devil whirlwind of foul-mouthed truth speak.  The good folks at Curb Signs Inc. made the fateful decision to invite our hero to their office in Aurora to deliver a lecture on all things sales.  

“Everything you do is too expensive.”  Every sales person hears that every day.  But that’s bullshit, according to Tim. Well, most of the time anyways.  33% of the time you’re not too expensive compared to your competitor. You’re too expensive for their budget.  It’s all about how they build their budgets.  Property managers will always move numbers around to make it look like they’re saving their clients money.  Often times they will take money out of the budget for your work and stick it somewhere else – leaving you with nothing. So when they tell you you’re too expensive it has nothing to do with your estimate.  The other 33% of the time you lost the job because they don’t like you. It’s only that last 33% where you will actually lose a job because you were undercut by a competitor.

Building relationships is by far the hardest job a sales person has to master.  Sales people

will do anything to avoid having to go to yet another social function where they awkwardly stand in the corner talking to people they already know.  Those events are about building new relationships!  The easiest thing about the job is writing the purchase order or bidding the job.  Shaking hands and meeting people is fucking awful. Cold calling is the worst of the worst.  But it’s the only way you’re going to be successful so you better get good at it and quick.The only thing your organization is going to need in the next few decades is people that know how to talk to people.  Most of the jobs in big companies are going to be automated. Building relationships is the only thing matters.    

Timology 4 – Tim’s Tips for Sales Guys


Please rate this podcast


1 Star2 Stars3 Stars4 Stars5 Stars 2 votes, average: 4.50 out of 5
Loading...

Tim needed an audience for this week’s episode so he invited Stadia sales guys Dylan and Andy into the studio.  The three had just attended a sales seminar together.  There was plenty Tim liked about workshop but, naturally, there was also a lot he disagreed with.  So he invited the boys to join him for a post-mortem.

Tim says that a good salesman focuses on what the customer wants.  People in sales too often worry about what they want.  Dylan has been working sales for Stadia for 2 years while Andy has just started working for the company.  Tim says there are about 5 tiers of experience that a sales guy will move through during his career.  In the first 3 months of a sales career everyone is totally focused on making as much money as possible.  The problem is that creating new clients often means giving away free favours.  The problem is a new sales person has no favours to give away.  It’s all about who you know when it comes to favours.  It takes at least 2 or 3 years to get there.  Those first 3 months are a long haul.

Sales workshops always emphasize the importance of knowing everything about the product that you’re selling.  Tim thinks that’s a lot of horseshit.  You don’t need to know much about your product.  You do need to know a lot about people, the resources you have around you and how to make them fit together.  If you can put a sentence together and communicate an idea in 30 seconds or less, you’ll do just fine.  In the first level of a sales career you need to learn how to communicate, how to pick-up on social cues and begin to build your network.

As you go from level 1 to level 2 the most important thing you can do is try to gain knowledge.  That might sound easy but it’s harder than it sounds.  Most people are asking questions not to learn something but to defy authority.  Especially in a male dominated industry like construction there is a lot of bravado.  Try and shut-up and listen once and a while!  You’re going to have a meltdown around 9 months in when you realize you don’t know what you’re doing.  Read, listen to podcasts and watch YouTube videos constantly.  You have to be self-aware and be willing to recognize what you have to improve.

 

 

 

 

 

 

 

 

Timology 1 – The Secret to Being a Great Sales Guy


Please rate this podcast


1 Star2 Stars3 Stars4 Stars5 Stars 2 votes, average: 5.00 out of 5
Loading...

Tim is excited to launch a brand new series for the summer.  His “Timology” series will reveal the secrets of great salesman.  Tim came by this knowledge the hard way – years of failing. For over 20 years Tim scratched and crawled his way to building a successful business.  Along the way he developed a winning strategy for selling his products and services.

Tim says that three are three facets to being great in sales.  Those are relationship building, marketing and accounting. In today’s episode Tim talks about the importance of building a relationship with a client.  Tim likens building those relationships to being a successful political candidate. You have to shake one hundred hands to get one vote. The math is similar in sales.  You have to introduce yourself to one hundred people to get one sale.

Building a relationship with a client depends on personal contact.  Tim insists on taking a potential client out for a drink or a meal before taking them on.  If they don’t have time for that Tim isn’t interested in working with them. You need to become friends with your clients otherwise you won’t be able to depend on them for future business.

There is a lot of negativity around sales.  There is a common idea that sales people are scumbags who will say anything to get your money.  And to be sure there are plenty of guys like that out there. Tim takes an opposite approach. If you are the only one walking away happy you’re doing it wrong.  You don’t just bid jobs in order to bid jobs. You have a moral obligation to give the client a fair price.