If true, this may indicate that the value of the solution has not been adequately communicated to the client. It may also indicate hourly rates which are out of synch with competitors, have increased over the years faster than market rates or proposals and bids which have not clearly monetized the value or return on investment of the solution. It can also indicate a lack of belief in the firm’s capabilities or solutions.
Requests for discounts are inquiries into the value of the services that you provide. Caving in to the request before the underlying concerns have been identified and addressed simply reduces profits, erodes attorney morale and confirms to clients that your services are overvalued.