This reminds me of a saying my mother used to use all too often — why buy the cow when you can get the milk for free. She would use it in reference to relationships more often than not, but it applies here as well. We must value our services ourselves if we expect people to pay us for them.

Having said that, I also value working po bono for nonprofits clients whose missions I support. I sit on numerous boards and have agreed to provide occasional counsel free of charge. I will not sit on boards so the organization gets my expertise for free but instead help them shape their plan and find consultants who can help them.

I also really like the concept independents like Heather Whaling employ where nonprofits can apply to be a nonprofit client for a set period of time/project. It's a great way for me to get visibility and the client/cause to secure wonderful counsel. If I ask people to apply and require them to do some strategic thinking ahead of time, I know the end result will meet both our needs.

It's important to trust someone in a situation like that. I wouldn't be doing it if I thought he would renege on his end (and I'm sure he wouldn't deal with me if he thought I would.)