Totally excellent observation. I will add to that thought something that I observed in a completely different business with respect to pricing. Specifically p

Totally excellent observation. I will add to that thought something that I observed in a completely different business with respect to pricing. Specifically pricing that is estimated and then needs to be revised when the job specs change. (Not programming by the way if it matters). For certain customers when you give them the new price they go nuts and have a hard time accepting even though you are right to bill them additional charges (for things they asked you to do or material changes). What this does to the vendor is make them really cautious about trying to charge for things lest they get that anger unleashed again. The "nice guy customers" on the other hand react like a gentleman and so you feel fairly confident in changing pricing liberally because they are so damn nice about accepting those pricing changes!