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Acknowledgments v
Chapter 1 Why Me? 1
Chapter 2 How to Determine Your Hourly Rate 11
Chapter 3 Compare and Contrast 21
Chapter 4 The Client's Budget 31
Chapter 5 More on Value Rating 41
Chapter 6 Fatal Errors 53
Chapter 7 Pricing Options 71
Chapter 8 The Details on Estimates 81
Chapter 9 Proposals 93
Chapter 10 Troubleshooting Estimates and Proposals 101
Chapter 11 Successfully Establishing and Managing Budgets 117
Chapter 12 Negotiating 131
Chapter 13 Positioning Your Firm 143
Appendix: Business Forms 153
Selected Bibliography 191
About the Author 193
Index 195
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