We have had two bids we recently lost because the client said we were too high on our price - How do you deal with that objection? Any help would be appreciated. Thanks.

If you are getting a lot of push back on price/fees it may not be because it is too hard. When we first got into the consulting business we heard the same thing but we began to ask more questions - we were afraid to back when we started. We found out that it wasn't our pricing structure at all it was our inexperience, they just like most prospects telling you it is price is easier than telling you something is wrong with your business model

I agree someone told me that in the absence of "pain" the discussion leads to the lowest common denominator - price. You have to be sure they understand their business pain and how you can best solve it.

There could be a chance your price is too hi, you may want to try going to a project fee rather than an hourly rate - you may find more success there

I agree clients do not want an open checkbook they want a fee that they think will be final!