I agree with this approach... New clients really don't know how good Vendor A is over Vendor B. They may "Like" you but that doesn't mean they are going to marry you if they can't bring in their project within budget.
I'm flexible on rate based on a "fixed scope", any out of scope hours are billed at my "standard" rate. This puts the burden of "scope creep" on the side of the client.
I like to give me clients an incentive to work with me and to take the project seriously. If they get it cheap. They'll abuse you, if they feel like your rates are too high they will either move on or work with you and be very inflexible with any push back on other issues.
The rate negotiation is just the beginning of the relationship. If you're going to set the tone with inflexibility, that's what your going to get down the road, if you need some work from them.
I'm flexible on rate based on a "fixed scope", any out of scope hours are billed at my "standard" rate. This puts the burden of "scope creep" on the side of the client.
I like to give me clients an incentive to work with me and to take the project seriously. If they get it cheap. They'll abuse you, if they feel like your rates are too high they will either move on or work with you and be very inflexible with any push back on other issues.
The rate negotiation is just the beginning of the relationship. If you're going to set the tone with inflexibility, that's what your going to get down the road, if you need some work from them.