Professional services firms face unique obstacles to their profitability goals. In times of economic uncertainty, potential clients tighten their budgets, decreasing demand for services or creating shifts in the types of services they seek. Even in periods of economic growth, you must deal with a host of uncertainties:

• What price will the client accept?
• Should I discount to win the contract?
• Does the work support our business strategy?
• What pricing model should we use?

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