If you're dealing with clueless corporate managers and procurement flunkies, I'm afraid selling value is a bit of lost cause. If the project sponsors can't ans

If you're dealing with clueless corporate managers and procurement flunkies, I'm afraid selling value is a bit of lost cause. If the project sponsors can't answer the question-- what are the three greatest impacts resulting from this project's success? Or-- what would be your boss's reaction be to this success? Then trying to establish your value won't help. You're just another 'vendor' to them. Easily replaceable with 50 other vendors on their approved list. Alan Weiss has a good take on this-- "Fees are actually dependent on only two things: is there perceived value for the services provided that justifies the fee, and do both parties posses the intent of acting ethically." Suggest reading Value Based Fees> http://www.goodreads.com/book/show/1145457.Value_Based_Fees http://www.goodreads.com/book/show/1145457.Value_Based_Fees