I was in a meeting the other day. In evaluating the costs of the project, the client asked the following types of questions:
How can we get this for cheaper?
If we hint a future projects, can we get a discount?
How can we get more for less?
What is the "bare-bones" cost, not including extras?
This was a sure-fire sign that my client thought the vendor was a commodity. Replaceable. Such a shame, because their proposal was thoughtful, well written, and their intimate knowledge and experience shone through.