We tend not to mark up – possibly because the industry here is small and people always discuss rates. Having said that we do charge for pre-prod. I agree the loyalty factor does work but, we’ve had situations where working for the same client has required us to outsource – i.e. we’re in one location and the client wants something covered the same day in another. So it’s a case of ‘my secretary will tell him what to shoot’ – So to cover yourself you send someone who will take the initiative and do a good job. Most often will secretary/colleague will ask about rates and so on. Very tricky!