My “no-negotiation” rule - and why it works
I didn’t always have the confidence to say it straight. “This is the fee.”
No back and forth. No justifying. No discount for the sake of being liked or booked.
That came later.
In the early days of running my firm, I’d quietly panic when someone asked if the price could be lowered.
I’d overthink it. I’d wonder if I was charging too much. I’d try to explain why it was worth it, as if I needed to sell myself all over again.
And almost every single time, I’d regret it.
Because the ones who pushed hardest on the price. They never wanted the best solution. They just wanted the cheapest option.
It was never about working together. It was always about squeezing the most out for the least.
After a while, it became exhausting. The back and forth, the price matching, the second guessing—it made me feel like I was running a flea market, not a law firm.
So I made a rule.
No negotiation.
If someone wants to work with us, great. If not, also fine. But we don’t do discount games.
We know what we’re doing. We’ve done it many times. And we’re not here to win the price war. We’re here to win for our clients.
When I first started saying this out loud, people would still try.
They’d say things like:
“But someone else said they can do it for cheaper.”
“We’re a startup - can you give us a founder-friendly price?”
“We might have more work later - can you reduce it now?”
And I’d smile and repeat:
“This is the fee.”
Once you stop negotiating with clients, something interesting happens.
You start attracting the people who aren’t here to bargain.
They’re here because they want someone who gets it and does it right the first time.
I’m not saying I never make exceptions.
If it’s someone we’ve worked with long-term, or it’s a bundled set of services, sure - I use my judgment.
But 99.9% of the time, the price is the price.
Because I’m not here to do the most work. I’m here to do the right work, with the right people.
If you’re still negotiating your price every time, try this:
Start by backing yourself.
Put the time in. Get good at what you do. Deliver on your promise.
And then, the next time someone tries to negotiate. Pause.
Breathe. And say: “This is the fee.”
Not to be arrogant. But because you’ve earned it.
— Akhil
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