2) The pitch-
After reviewing your project we present you with a proposal that outlines our fees- We do flat fee, up front pricing. It’s fair for you and fair for us. We could right a book why the traditional architects’ hourly fee model isn’t helpful but it would be a boring book so we’re happy to discuss our fee structure with you. Our fees have three phases- they are explained in the steps that follow.
You can accept them and decide to go ahead- or reject them- it doesn’t hurt our feelings.