I do think there is a process that happens before you can charge a particular fee. You could imagine how this process might happen: -- Nobody gets fired for hi

I do think there is a process that happens before you can charge a particular fee. You could imagine how this process might happen: -- Nobody gets fired for hiring IBM, so having a brand that the decision maker can point to will help. -- You can find an area that people are price insensitive. I think security is probably an area on par with law in terms of avoided costs but all of this is really a form of agreement with your premise: charging "high" fees is an extended process that mixes negotiation, price discovery, and value discovery. You may find you can add a lot more value in a certain way than you did before. Sometimes its something silly: perhaps their internal billing code charges less for a consultant than a new hire or something.