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Foreword Doug Dolan 1
Introduction 5
Part 1 How to Think About it 8
Chapter 1 The Business Mind-Set 10
Chapter 2 Setting Goals Before Prices 26
Chapter 3 Setting Your Prices 41
Chapter 4 Pricing Strategies 51
Chapter 5 Positioning Your Price 68
Part 2 How to Talk About It 88
Chapter 6 Finding and Qualifying Your Prospects 90
Chapter 7 Broaching the Topic of Money 102
Chapter 8 Talking Price and Negotiating 112
Chapter 9 Confidently Closing the Sale 128
Chapter 10 Getting Paid 142
Part 3 How to Manage it 152
Chapter 11 Money Basics 154
Chapter 12 Profitability and Metrics 173
Chapter 13 Requests for Proposals 192
Chapter 14 Negotiating the Contract 205
Resources 219
Glossary 222
Permissions 224
Index 225
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