How do you avoid getting the client focused on price? We will never be the cheapest and cant compete on price?

When the discussion just focuses on price you have not demonstrated the value you can add you need to do a better job at selling yourself.

I agree with the other post if all a clients wants to talk about is price or fees than I would find another client - you will find they will nickle and dime you to death. Moreover there is someone who will always do it cheaper than you.

Before I get into a bidding war I first make sure I am talking to a decision maker and then I ask them how important fees are in making their decision if they say it is very important and I do not have a strong relationship with the firm I pass on the bid