Slightly off topic, In 2019 I did some work for a company. The project started when they were in a pinch regarding the product, and I just happened to have the

Slightly off topic, In 2019 I did some work for a company. The project started when they were in a pinch regarding the product, and I just happened to have the expertise that they needed (very niche expertise). I quoted a figure that is usually reserved for the Thoughtworks of the world rather than individual contractors. They accepted without hesitation. The project went well, and eventually ended in a support contract. Fast-forward ~2 years and there is a new head of procurement. In a conversation he balked at approving a purchase order for a large chunk of work that they want done this year and said something about wanting to negotiate closer to the work. At the time I couldn't help think 'good luck with that'. If anything time has only strengthened my position. The only other person knowledgeable about the product at the company moved on to a new job. I'm the only person that now knows the domain (let alone the code base). To your point, it's all about knowing the position that you're in. I'm not likely to be an asshole about it cough 2021 rate cough, but they're not likely to have success negotiating a better price either.