I don’t believe in working for free.
Business is an exchange. Services rendered should have a tangible return on profits. Graphic Design is equal parts business as it is art, communication and marketing. With that being stated, why is it such an Olympic feat to make your client understand that: payment is not a privilege? When you are interacting with your client, you and your client are in business together. Ultimately, the goal is for both of you is to profit from the exchange. There should be nothing shocking or surprising about wanting to be paid for working.
Yet, we are the only industry where Speculative Work is actively practiced.