Price custom requests without losing the relationship
Respond to catering scope changes by uncovering the client interest, naming constraints, and offering bounded options.
A scope request is usually a need wearing a menu item. Interest-based negotiation separates positions from interests. In catering, the position may be "add a station," "extend the bar," "remove the fee," or "make it premium." The interest may be guest flow, sponsor visibility, budget certainty, reputation, or a fear that the event will feel thin. Name the goal first Reflect the client's purpose before the constraint. "You want guests to have a warm, memorable finish" lands differently than "We cannot do that." It proves you are trying to solve the right problem. Name the constraint plainly Constraints are not…
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