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Adam, try posting this in the "Business Objectives Group". I suspect paid up members may be happier to join in discussion there. Your question is certainly considered, in my estimation, by most if not all of us on a regular basis. Probably not in the same words but it's the same question however you phrase it.
For my part, it will be very interesting to see what members' views are. For instance, how many of us haven't talked this through with our prospective client in a sort of a "how do you feel about" "would this kind of figure be within your range" sort of way if they've been reluctant to offer a budget figure, long before they even see the quote? is it a mistake not to do so? etc etc etc.
It's an often asked question and how you deal with it very much depends on how you feel about "closing business". When this has come up before it has polarised oppinion with many stating they would not do anything as they considered it hard-sell Vs the those who have perfomed a soft follow up and won the work.
Maybe it depends on how "hungary" you are for work ? Maybe on your (business) background or more likely your personality (we tend to be quite reserved in the UK).
This Thead might help to start the discussion.... My views are within that discussion...