I think the disconnect is that a certain job might be worth $x to the company. If the industry rate for that type of worker is actually $y then as much as it s

I think the disconnect is that a certain job might be worth $x to the company. If the industry rate for that type of worker is actually $y then as much as it sucks for the company, it just can't afford that to buy that role right now. You can offer $x and explain your reasoning, but if $x < $y, you might not get any candidates. Don't then complain about the "shortage of qualified tech workers".