Client asked: "Can you do $800 instead of $1,500?" I said yes. Felt grateful to get the work. Two weeks later, same client referred me to their business partner. That referral paid my asking price ($1,500) without negotiating. Then mentioned: "John told me he got you for $800. I'm happy to pay full price though - this is solving a massive problem for us." Ouch. THE LESSON: Your pricing communicates your value. When you discount easily, you signal your work isn't worth your asking price. BETTER NEGOTIATION FRAMEWORK: When they ask for discount: "I understand budget is a consideration. The $1,500 reflects the time I'll save you annually. Can I ask - what would handling these documents manually cost you this year?" Usually they calculate it out and realize your fee is tiny compared to their pain. If they still push back: OPTION 1: Reduce scope "I can do $800 if we simplify to just invoice extraction without the automated posting to QuickBooks. You'd still save 80% of the manual work." OPTION 2: Payment plan "I can do $500 upfront, then $250/month for 4 months. Total $1,500." OPTION 3: Volume discount on referrals "I'll hold at $1,500 for you. But if you refer another client who signs, I'll give you both $200 credit on monthly fees." NEVER just drop your price without getting something back. REAL SITUATION I HANDLED BETTER: Insurance broker: "Can you do $1,000 instead of $1,800?" My response: "The $1,800 reflects the full automation - extraction, posting to your system, and error handling. I could do $1,000 if we implement just the document parsing and you manually review and post the extracted data. That would still save you 60% of the time. Would that work?" Her: "No, I need it fully automated. I'll pay the $1,800." PRICING PSYCHOLOGY: When you confidently explain your pricing and offer alternatives that REDUCE SCOPE rather than reduce price, clients usually stick with your original proposal. The workflow value here

Today Monday November 3th, 2025, the food and beverage industry stands at a pivotal juncture where Artificial Intelligence (AI) is reshaping demand forecasting, operational strategies, and business outcomes. Today, we explore three critical facets of AI adoption: the advancements in AI-powered demand forecasting, real-world case studies of major brands leveraging this technology, and the quantifiable return on investment (ROI) these innovations deliver. Together, these insights underscore how AI is driving smarter, more sustainable practices in the consumer packaged goods (CPG) sector.

Today October 26th, 2025, the foodservice industry is rapidly evolving through the integration of artificial intelligence (AI) and virtual reality (VR) technologies. This newsletter explores three pivotal areas shaping this transformation: AI-driven product development and operational improvements, immersive VR applications for engagement and training, and strategic frameworks for successful adoption. Understanding these advances is essential for business owners, CEOs, and product developers aiming to stay competitive in a dynamic marketplace. Enjoy the read

**Morning Post (Before 9 AM)** Day 26 of 30 Goal: Setup Mindee as EU counterpart for PDFVector & test. Research more how/if PDFVector can be self-hosted & used in EU. Reach out to friend, who's back from vacation to schedule discovery call. Blocker: - Need: -

Goal: - Update PII output formatting from existing automation - Troubleshoot an existing "create email draft from form submission" automation Blocker: Nothing at the moment Need: Nothing at the moment