Time is Money - Negotiate Well
When you own your own business, time is money. Well time is still time but since you have to learn,create, market, produce, serve clients, etc. time is very precious and how you spend it has a direct impact on your bottom line. That's why negotiating is so important.
So you're an entrepreneur with a lot of time and a little money. You're making an hourly consulting rate of say $200. To produce that $200 let's say you have an hour of prep and an hour of follow up. Add to that the time and money it took to land that consulting hour (networking, phone calls, lunches, writing and designing collateral materials, printing costs) and the infrastructure costs (office, equipment, website and other technology costs).