• Quote the target number first. Move to premium when scope covers multiple sites, multiple processes, or an executive team larger than eight.
• Never go below the floor — discount scope instead of price so the rate card holds.
• Take a deposit before work starts (50% on workshops and assessments, 40% on project milestones).
• Credit an assessment fee toward the follow-on engagement when it converts within 60 days. It makes the assessment an easy first yes.
• Workshops are the front door: price them to get in the room, price the follow-on work to the value it creates.

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