er, builder etc., the process you are proposing and the products you are recommending meet or exceed the basic needs of the proj- ect. Also, that you have the skill to solve any need not originally included in the project. Now you need to stand your ground and deliver that message. When it is backed up by expertise, gained by sacrifice, occasional frustration and probably some really big mis- takes along the way, you will be compensated inline with the level of service, value and professional- ism you deliver. I am continually amazed how willingly some of us will work for free. We are uncomfortable or feel that we should not ask to be compensated for additional prepa- ration, time or supervision. You may choose to make a business decision based on project value, client value or circumstances. You may decide to employ a strategy where you don’t press for payment. But generally, it has to do with us not wanting to be confrontational. People want to get along. However, you know when a client simply does not value your expertise. They are asking for you to work for free and you are agreeing. None of us can do that for very long. So, don’t be intimidated about confidently and professionally explaining why the floor needs to be leveled, or the walls need to be plumbed, or the paint over- spray needs to be removed. You are delivering valuable expertise and knowledge. You should get paid for that! Chris Walker NTCA President Vice President, David Allen Company Chairman, ANSI A-108 Chairman, US TAG ISO T-189 Board of Directors ABC-VA Voting Member TCNA Handbook Voting Member NTCA Reference Manual chriswalker@davidallen.com PRESIDENT'S LETTER ––––––––––––––––––––––––––––––––––––––––––––––––– The VOICE of the TILE CONTRACTOR The NTCA Reference Manual was developed to identify recurring challenges to successful installations of tile and stone,recognize potential problems,and to gain consensus from industry experts on offering solutions. Now available for purchase in print or digital down- load.www.tile-assn.com 20 TileLetter | January 2019