In my experience dealing with buyers of interim services, the first and often most heavily weighed consideration is the cost of the interim resource. The less sophisticated the decision maker, the more likely that they will be motivated primarily if not exclusively by cost. This is because they do not get or choose to ignore the value proposition. This has happened to me time after time. Each time, I held my ground and demanded a fair premium for my services. In each case, I told my client that if they did not find value in my services, they could terminate me without cause or notice. Once they had a chance to experience what a sophisticated interim executive could provide, the cost issue was not raised again. A decision maker that seizes an opportunity to buy interim services at a small or no premium should be worried about what they will be getting for their money.