What does the man say he was doing?

M I was looking at the monthly invoices, and I noticed that whenever you bill Veritas, the company pays you a lower hourly rate than you bill them for. Why is this?
W Yes, when I submit my invoices, Veritas reports back with a different set of fees. I come back to them with a counter-offer and we work it out.
M So you have to negotiate for your fees? I’ve never heard of that.
W It’s standard practice. It works out well for me because the company gives me a larger number of clients than I could get on my own. It’s less per hour, but more money overall.