Totally understand and agree with your observations as a pro services firm. That is the funniest part of the university I work at - say your company implements a solution for us like Product X. Well then all the sudden we can explore your ENTIRE product&#x2F;service catalog with you without consequence because we have an agreement with you (for whatever). So even though you sold us product X we can also look into service Y where I&#x27;m not as concerned with cost but getting the right one. To say however they LIKE not discussing price upfront seems a bit disingenuous - yes I would want to discuss the service first but I am going to want an idea of what its going to cost to put that into my budget&#x2F;grant&#x2F;etc to see if it fits, especially if funded by the state. My university may be different though as I&#x27;ve found out many times over.<p>I imagine getting that first contract though wasn&#x27;t easy - as that initial connection had to likely come through an RFP? and what is the ratio of RFP submission to actual customer?