I imagine you also send your best not worst engineers for a bid or demo. For the rest, as I said it's just far more extensive in IT than in other fields. There

I imagine you also send your best not worst engineers for a bid or demo. For the rest, as I said it's just far more extensive in IT than in other fields. There will be exceptions. And being able to scale on demand is a big part of providing a service. Otherwise you can't absorb any unexpected spikes in demand from already existing projects, or have to pass on lucrative opportunities, or you pay to keep a buffer of people on payroll.