Yeah, I particularly agree with "negotiate on scope". That's a way to make clear that you appreciate their budgetary concerns and signal that you're happy to be

Yeah, I particularly agree with "negotiate on scope". That's a way to make clear that you appreciate their budgetary concerns and signal that you're happy to be accommodating, but that your time is valuable. Then they're left with the only counter being that they actually don't think you're worth that rate. I also think it's worth noting that there is a cost to them to walking away and finding someone else. As the potential contractor, you're not the only one who has put time into figuring out the project. It probably isn't worth that $10/hr rate discount to have to negotiate all over again with someone else who they haven't identified yet, don't know if they'll like as much, and who may charge just as much or more.