Never negotiate down on your price. It’s a losing proposition-for you and the client. Explain to your client the reason why your price is higher-because the client gets you with the deal. Sure the price is a little cheaper down the road at Company X, but if he goes with that company he loses out on getting you and all the added value you give your customers. It’s been my experience that top rated clients don’t want the least expensive price-they want the best value for their money. Someone who is always looking for the low ball price is not a client you want to have a relationship with. Move on-there are plenty of good clients out there looking for a good value for their money