Very useful article. One thing I struggle with as a consultant is gauging a client's price sensitivity. Unfortunately, the article doesn't cover this point in great detail.

I also have trouble mentioning my team's hourly rate without scaring my clients. Our rate is higher than a good number of my clients expect. This is especially problematic with smaller clients. I have some leeway to offer discounts, but it's hard to do without first gauging client expectations.

Does anyone have any advice on how to talk about a project's potential price, and how to get a better idea of the client's budget?