Mike Lieberman

“Define the ideal size of the first project (in dollars), and how that number fits into the larger relationship you want with the client. Your rationale is that relationships of this scale allow you to be effective and profitable. Describe the typical mix between strategy and implementation in your work. Must you do strategy at the outset, or would you go straight to implementation to get a foot in the door and then swim upstream later? What payment terms work well for you? If you require a significant portion of the fee at the outset, explain why you’ve come to that policy.”
― David C. Baker, Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice