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.