Don't Be Misled By Maxims

Concentrate on the big items. Look at the big picture. Pay attention to the details. An empty desk top indicates an empty mind or a cluttered desk top indicates a cluttered mind. Always put it in writing.

All of these frequently stated maxims can get you in trouble. By themselves they only give half of good advice.

Yes, you should concentrate your efforts on the big items, but that doesn’t mean you should completely ignore the small items. Sometimes you will find gold in the way of savings by paying attention to the small purchases.

Look at the big picture to see your progress or notice problems, but the details may reveal more that cannot be observed with totals.

An empty desk may only indicate you are neat and organized or it may mean you don’t have enough work or don’t have the initiative to take on other tasks. On the other hand, a cluttered desk may mean you are not organized or it may mean you need help.

It is certainly important to get many things in writing. You need to get proposals or offers in writing. You need to get contracts in writing. But there are some things that it is best not to record or document. These may be statements by others that you shouldn’t repeat or other dialogue that could be misinterpreted. You shouldn’t put anything in writing as a result of your emotions at the moment, such as the use of profanity or insulting comments.

When you are misled by half-truths you are likely to respond poorly unless you pause and reflect on the consequences of any action you take.

A professional buyer needs to be unemotional in his or her dealings. The professional buyer needs to look at each side to every question. Good buying practice involves questioning every alleged fact and every bit of evidence. It always means looking at each side to evaluate the pros and cons. It means looking under the rug for any dirt. Maxims provide useful guidance, but they can’t be accepted without possible exceptions.