[Angostura]

To be honest (and I'm in a similar IT consulting business as you) I agree that once you're working closely with the client, signing a NDA is standard. You want them to feel free to divulge the secret sauce of their business so that you can offer the best service.

HOWEVER, I frequently delete or amend small portions of the NDA before signing and explain to the client why I have done so. I've never had a problem so far.

[mark_l_watson]

You make a very good point: definitely cross out and initial parts of a customer's agreement that you are uncomfortable with.

Once I had the president of a company (new client) tell me how much he appreciated me haggling a bit. This guy was a lawyer and told me he was surprised by how often people just sign stuff. Anyway, his telling me this after the fact made me feel much better about haggling in the future.