This was a hard lesson to learn in business. We naturally want to make our clients and potential clients happy and part of that reasoning can lead to diminished value in our work.
But what do your clients value? Time? Money? If they want the best they wouldn’t have come to you. So they should expect the best.
Look at your industry standards for pay and come up with a reasonable fee. Sure a non-profit will solicit you here and there and you can make executive decisions on discounts. However, try not to always discount your worth.