I just read the following article at Michel Fortin’s blog and found it provocative, to say the least.
Here is an excerpt:
Ultimately, I would never, ever, meet with a client until and unless they pay for my expenses. After all, if they’re not willing to at least pay for my expenses, then…
- They are unqualified;
- They are going to haggle;
- They will nitpick my work;
- They will demand more, likely for free;
- And they’ll avoid paying for regular, project expenses, too.
This post should be required reading for all consultants. It’s that important. Here is the link to the post “How Far Are You Willing to Go to Land the Sale?”