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[Music] and its Michaels aprs-ski from consulting success.com and lets talk about how you can earn higher fees with every proposal that you put out so heres the key to higher fees with your consulting proposals alright first of all it doesnt start with the proposal so number one is its not even proposal its not even your approach to the proposal it its all about the conversation that you have before the proposal so in your conversations you really want to be focused on some specific things but keep in mind and this is so critical then to earn higher fees its not about your proposal its about everything that happens before the proposal so in your conversation what you want to be focused on is identifying and then communicating the value and so this is the value that the buyer cares of what its not just what you think its not about your methodology your process none of that its what the buyer wants what they truly care about and so if youre having a really effective conve