Editor's Note: This article is one of twelve belonging to the free, 39-page special report, The One Piece of Advice You Need to Get the Fees You Deserve. Click here to download your copy.

Great news! On Thursday, that client that you have been pursuing for the last two years finally asked you to submit a proposal. They promise you a quick decision and on Tuesday, you get the call that you have been waiting for. The client loves the proposal and wants to go ahead with the work.

There's only one small detail that needs to be worked out. The price. It seems that your fees are out of line with what the client had in mind for this project. And since it is their first time working with you, there could be follow-on work and a concession on your part would show your willingness to be a good business partner.

What to do? The typical response is to discount, discount, discount—resulting in less revenue and lower profits. It's easy to rationalize the discount, but it's the wrong thing to do. After all your team gets results and clients love them. There must be some way to get the business without having to make concessions on your fees.

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