The right question instead of a ready answer

The client came with a reference — a necklace with a large-carat paraiba tourmaline. The budget objectively did not cover the price of a natural stone of that size and clarity. Instead of offering a compromise version of the reference, our manager asked a diagnostic question: is this an investment or, above all, an object of beauty?

The answer — “an object of beauty” — changed the decision entirely. Instead of a single piece at the edge of the budget, the client received a ring, earrings and a necklace in lab-grown tourmaline and diamonds: fine, magnificent pieces, as gifts for his wife for three occasions at once instead of one.