Sure it's about 1/3 the rate I charge, so it is reasonable for me, if they don't agree then we usually never come to a meeting of the minds. As well, I have had clients try to use it against me in negotiating my rates down, but for the few that do they either see the value of my top dollar (to somewhere in the middle) after negotiations or they find another consultant.

The reality is, I am fine with my middle rate, I expect negotiation so my mind is in the middle, if they don't negotiate, then the rest is gravy but when I go into a project, my rate reflects room to negotiate. I don't fear giving out my rock bottom rate as a tool that they can use against me based on the fact that they are receiving pressure for my time from other clientele. Having the ability to walk away from the table is the most powerful tool in ones arsenal when it comes to sitting at the negotiation table.

I believe in fairness, and I believe in making my clients comfortable with the value I provide for their dollar. I love negotiating, because it allows me to show my clients the value they are getting for their money and it allows me to make them feel like they have walked away with a deal. Both are psychologically important factors to creating happy customers.