If you do criminal defense, estate planning, represent businesses, or any other practice area where you charge flat fees that the client agrees to up front, you are going to find a lot of value in this episode.

Because I am talking about what to do when you tell your client your fee and they tell you it is too high. Spoiler alert: it is probably something you did or didn’t do. Which means you may be able to salvage things and still get the work – if you hurry.

TAKEAWAY: the key to a successful flat fee or subscription fee is to first understand the potential client and their problem, and then discover the value they place on finding a solution. Once you understand those things, your proposal must directly address the problem and pain it is causing the potential client, and you fee must be aligned with the value they place on solving that problem.