Are rates the only thing important to clients? Can we help our case by being more transparent and unveiling details of the process and other things clients might not ask about?
What should we disclose or emphasize in the first place? Is it worth to disclose how the work is or can be done? What is the best-kept secret about rate vs. volume dependence?
Leonid Glazychev, CEO of Logrus International Corporation, challenged some pre-conceived notions about how business is done in the language industry. See Is Transparency a Threat or a Treat? Managing/Explaining Costs & Process.
The presentation Curb Your Conformance: Management with a Local Flavor discusses the issue of local flavors in project management: They are always there, but we are trying to ignore this.
It introduces the concept of a two-way street when dealing with this aspect, and argues that these flavors should be properly described, conveyed to the clients and presented as an advantage rather than nuisance.