[loehnsberg]

I would argue that not spending money on it and showing to upper mgmt that the folks they hired can actually get the job done often contributes to an external contractor not getting hired.

You might want to question, why didn‘t you ask the guys for money before starting to work for them. True, but I guess they were of the kind, show me results and then maybe we move on. On the other side, a 30-40k pilot project in this area is not difficult to negotiate if you‘re patient.

It takes so much more to running a business than lower cost with clever math that this step often comes at a later stage when larger companies look for ways to stay competitive, which is when they start to take a look at their accounts and figure that certain cost really stack up. Then you come in. The only real power you would have gotten over that company would have been for those guys getting fired and replaced by a vendor - ideally that‘s you!