If it’s enterprise, salesperson and VP of sales look up the company and try to guess how much they can pay. Once I was cooling my heels in the lobby of Oracle

If it’s enterprise, salesperson and VP of sales look up the company and try to guess how much they can pay. Once I was cooling my heels in the lobby of Oracle and, looking around realized I’d had a stupid brain fart. So I opened my laptop and doubled the price of every line item in the quote (felt very high tech in ~1994). They complained about the cost, but paid. They would have complained about the original quote: complaining about the cost is the first step of negotiation. I’m surprised there isn’t a service that takes the requestor’s email address (if it’s something generic like @gmail.com, DWIM-searches LinkedIn), looks them up in an in-house proprietary database, and sends you a score (a multiplier). Someone should start that — it’s probably a quick flip to Experian.