Saw this YouTube video originally in Alan Weiss’ mentor program, and it reminded me of how often prospective buyers (worst yet – non buyers) ask “Can you do that speech for less?” or “Think of the exposure you’ll get…”
What’s the value of a single idea? How about years of research, perfecting a speech, nurturing a talent, developing the skills and honing a craft to frame complex consulting best practices? How about raising the bar on the abilities of your top talent?
How do you respond when clients ask you to reduce your fee?