Grrr. I just got off a conference call, one where I was helping a client with one of the trickiest calls in the whole business development process. This client was pursuing a possible customer, and had gotten to the “Do you have the money” phase of the discussion. To make a long story much shorter, the customer had indicated an interest in some work, and we had arrived at a very rough preliminary estimate of $150,000. This call was to run this price by him, and insure that when we named our price down the road, he wouldn’t freak out. Customers will talk a great game, but the acid test, always, is naming a price.