Agree and appreciate most of what you say here, Donal … There is one point of view that’s neglected in the focus on price and “getting the prospect to sign”. The collaborative, consultative relationship. Start with something easy, perhaps trivial and pay little attention to the price — it’s simply a product of accounting for the flow of resources. Projectizing the interaction regulates expectations and allows everyone to see how the parties work together. Mitigate or eliminate risk and test the waters — grow the relationship in steps… like going for coffee, then dinner, then a date and perhaps two years down the road — talk about a formal relationship… Takes all the pressure off the negotiation. Look for the smallest, easiest point to begin a conversation… and then add value.