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So, in the end everything boils down to negotiation. Obviously, if you can't negotiate the $1mil deal, then you won't get it.

Furthermore, the market is not perfect. Just because somebody wants to do the job for $60k it not mean that the company can even get into contact with this person.

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Crucially: if you’re more likely to deliver successfully you’ll be able to price accordingly as well. E.g. if the perceived change of success with the 60k person is 80% and with you it’s 90% then you’re arguably worth a few 100k extra.

(Now: that %-chance-of-succes is difficult to measure. Which is why it’s a relationship business IMO :)

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