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James Chan

Dear Chuck:

What you said in "Sincere or Desperate?" applies not just to lawyers but all business service providers. Your message is elemental and timeless but it takes courage and experience to realize that we cannot make a plant grow by pulling on it. I recently submitted a proposal to a potential client who can use my services but who cannot make up his mind on the venture. He tried, and members of his management team also tried, to make me do work by the hour and bill by the minute. For what I proposed to do, it would be like paying for health insurance by the hour, Fire Department by the fire, and the Army by the battle. I said no.

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