This happened after just finishing up a 30-minute speech for a brand new client of mine.
Client: So, could you also help us to write a white paper for the speaker?
Me: Sure, I’d charge about $_____ for that. Can you send an example?
Client sends a bio of another speaker at the conference.
Client: Actually, we were hoping you could do this for free, you know, as part of the package?
Me: I can’t do a white paper for free. But it seems you want a bio, not a white paper.
Client: What is a white paper?
Note: a “white paper” is an authoritative report or guide on a subject. Not everybody knows that, but then again, not everybody asks for one in the first place.