There are also customers who have a tendency to not accurately value projects. For example, if you are making revenue of $1mill/year, and a "IT specialist" con

There are also customers who have a tendency to not accurately value projects. For example, if you are making revenue of $1mill/year, and a "IT specialist" consultant convinces you (legitimately) that they could increase that by X% or give you X% in savings, then how much is that person worth to you? Certainly some non-trivial fraction of X%. But often there are people who don't do this math and are confined to thinking of consultants as labourers and then they try to drive it on price. They are not stupid people, but if you step back and take a look at the company, you can see who is holding it back.