Crucially: if you’re more likely to deliver successfully you’ll be able to price accordingly as well. E.g. if the perceived change of success with the 60k perso

Crucially: if you’re more likely to deliver successfully you’ll be able to price accordingly as well. E.g. if the perceived change of success with the 60k person is 80% and with you it’s 90% then you’re arguably worth a few 100k extra. (Now: that %-chance-of-succes is difficult to measure. Which is why it’s a relationship business IMO :)