Why aren't you charging for your proposal work? I'm dead serious. There is little downside to doing this once you get over the shock of such a "callous" sugges

Why aren't you charging for your proposal work? I'm dead serious. There is little downside to doing this once you get over the shock of such a "callous" suggestion that the customer actually pay for your technical and skilled analysis of their particular problem. First, anyone who won't pay for the problem analysis and recommendations will not pay for the end result of a project that results from a free proposal either. This is mainly because they probably aren't as invested in the solution as you (or even they) think they are. The notion of "scaring someone off" is fantasy; better to do it in 5 seconds than after 20 hours of work. If a client is going to go forward with your project, they will pay for the expert advice. They do this already with their lawyers, accountants and other service providers. Second, you do need to review your services. It is evident that if you are losing greater than 50% of your proposals, and yet other developers charge your prices, one of the following is occurring: 1. Your proposals suck. (ie you are not selling your services well enough) 2. You are targeting the wrong clients (easy to do if you are giving away your proposals) 3. You are possibly mis-matched for your target industries - size, etc. Assuming you are competent, it is very likely that you are simply wasting too much of your time with prospects you haven't properly qualified. The other thing you can do when you get the "out of my range" comment is to ask what is the range. At that point, you can provide a solution (again on fee) that addresses a subset of the problem, at a easier to swallow price. It also allows the option for them to use your services again in the future, which could actually net you more fees.