The Quiet Deductions

The chart is a stepped-down waterfall starting at the full fee and ending at what's left. Four red drops come first - a discount at close, free strategy given during the sale, scope creep, and revision loops - grouped under a bracket called "the doubt tax." Only the black drop after them, delivery cost, is one you actually planned for. Each red drop happens because the buyer wasn't fully convinced; you priced the work but not the doubt.