Should you be offering your clients discounts?

The prevalence of discounting is one of the consulting industry’s biggest open secrets. For many firms, the rate card is more of a useful fiction than anything else. Should firms be wary of the long-term impact of discounting too much? Or is it all part of playing the game?

Fiona Czerniawska; Edward Haigh; and Fergus Blair.

Should you be offering your clients discounts?
The Future of the Firm