The straight forward deals are easy and should be preferable too. But at times the difference between a deal and no deal is the creativity we put in structuring the deal.
While building up creative deals we need to be cautious and should go for it only when both the parties involved are trustworthy.
The client might be interested in your service but his immediate concern might be the immediate outflow of cash. Instead of dropping the rates, you can structure the payment terms in a way, which would satisfy the client’s cash management need, while making sure your cash management isn’t disturbed either.
A word of caution, don’t use this strategy unless it is absolutely needed. The point is, sometimes we need creativity in making things happen.