The Position
Your Margin Is Invisible.
Nobody resents a price. They resent a number they can see.
The fastest way to lose a deal is to let the customer see your cut as a line item. The moment they read 'middleman fee: £4,000' they feel taxed, and they start trying to remove you. But wrap that same margin inside one clean price for the whole solution, and there's nothing to resent - just a fair price for a problem solved.
This isn't dishonesty; it's positioning. The customer is buying an outcome, not an itemised receipt of who took what. Quote the result as a single number. Let your margin live invisibly inside it. What can't be seen can't be argued down or cut out.
Sell one clean price for the outcome. Never itemise your own cut.
This is one of 48 laws from MIDDLEMAN - The 48 Laws of the Money in the Middle. Read it in full to climb the whole building, floor by floor.