Because they hire for likability for a reason. If the client likes your people, and your people are good at talking to people, the client will be more likely to

Because they hire for likability for a reason. If the client likes your people, and your people are good at talking to people, the client will be more likely to hire them. Professional services margins are already so huge (think 200-500%) that what you pay your employees is almost irrelevant to the bottom line. Thus, these careers are highly lucrative and usually pay 10-20% more than the exact same job in industry.