We should not give the same scope, timing, and division of labor for a lower price without some meaningful exchange of value. Here are some possibilities: • We do not have to write a proposal and can pass on our cost savings to the client. • The client provides marketing and advertising value. • The client provides R&D collaboration; perhaps his company helps measure the effectiveness of the solution and we can write up the results in a white paper. • The client signs up additional business now and we write down our associated business development costs. • The client pays early and we reduce
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