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  1. Sam Barnes

    Really nice article. As a project manager this sort of topic appeals to me and it’s nice to see it here.

    For a split second I thought this was going to be a ‘shut up and pay me for my world class services, I’m worth it’ toned article – but damn it, I hate being wrong!

    It had me thinking back to when clients have uttered these reactions to quotes and people around me have reacted negatively, sneering at the client, laughing at what their idea of a “fair price” is etc.

    You know what, in my earlier days I did this also, but it never felt good, in fact I cringe thinking about it now.

    With just a little twist on how to take a client’s response and react to it can make all the difference in that sales process and client relationship… and to me, that’s as valuable a skill in this business as any design or development ones.

    Wise words Mr. Clarke.