What should you do if prospective clients no longer seem to value your work? Should you lower your pricing structure to match the competition? Invest in new technology to make your firm stand out? Bolster your marketing efforts to highlight your strengths? Throw in the towel?
In the last article (POB February 2013), we discussed presenting the proposal
to your prospective client. The notes you took during that presentation (you did
take notes, right?) will form the foundation for the fixed-price agreement