[thibaut_barrere]

I solved this problem by charging for everything I do, be it a discussion, requirement gatherings, analysis, estimates, quotes etc. There is a lot of value in the early communication. I wouldn't go back to doing this for free now since it really set a different tone, and people actually care of the time you spend on their projects in that case, much more.

[ollieglass]

Could you say some more about this? I'm curious how early in the process you start charging, how you present that to clients or potential clients, and how you handle objections.