Ultimately, it is all about earning a living.  Even if you work in the creative industry. Therefore it is better to reflect on your remuneration and business model in advance.

And don not forget. You should have a clear and transparent remuneration agreement of which your intellectual property rights should be a part, if not pièce de résistance. After all, you don’t want people to walk away with your plans, ideas, proposals, concepts and creative work without paying a fair price or, even worse, earning money with it. And remember that you usually do the biggest investment in the creative concept phase and you want to have the opportunity to recoup that investment.

So first sit down, think and take your time before making a decision about the conditions under which you are willing to create your work and sell it. Do you add value or do you just sell hours?
What conditions are acceptable for you and your client for the work to be created and the intellectual property right arising there.

You have to prepare and master all arguments. You should be able to negotiate and to know how far you want to go. You need to know your client, your competitors and your market. And of course yourself. What is your USP?