Pillar 03 / Cluster 3C

Negotiating consulting fees and protecting your price

TL;DR: How to hold your price through pushback, procurement, and pressure.

What do you do when a client says your price is too high?

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4 Questions About Negotiating consulting fees and protecting your price

The client says my price is too high

Find out what "too high" means before you answer it. It can be no budget, the wrong option, or value that never landed, and each needs a different response.

How do I negotiate without dropping my price?

Negotiate on the five things that aren't your fee: payment terms, scope, delivery, high-value access and marketing. Bargaining moves money on its own.

Should I offer a discount to win the work?

Not on its own. A discount for nothing is bargaining and costs you the precedent. A discount traded for something you want is a negotiation, and can work.

What do I do when procurement gets involved?

Treat procurement as a process, never a verdict on your value. Hold your fee, put the flexibility into terms, and help your contact get you approved.

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Related Clusters

Pillar 03 / Cluster 3A

How to price consulting services

How consulting work gets priced on value instead of hours. The head query "how do I price my consulting services?" stays with this hub, so no node competes with it.

Pillar 03 / Cluster 3B

Raising your consulting rates with existing and new clients

When and how to raise your rates without apology, and without losing the clients worth keeping.

Pillar 02 / Cluster 2D

Writing consulting proposals that win

What a winning consulting proposal contains, and how to handle the moments before and after sending it.

Mary G, nonprofit consultant
I just secured a contract for 500% more than I was originally going to quote. I was ready to undervalue my bid and ask for $7,000 but I reached out to Leah and the team for a pep talk and I'm glad I did, because we are now going under contract for $37,500!! I'm stoked!
Denise F, marketing consultant
I was my reviewing my revenue dashboard and it showed that I earned $100K more in 2024 compared to the year before. I joined the Academy in May 2024 and it has transformed my sales approach entirely.
Sarah J, fundraising consultant
We used to book clients just in time to keep income flowing, and we now have a 6-month cushion!
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