Some of my clients are rather big, management ain't stupid. they didn't get to where they are by not knowing the cost of services.
I'm not saying that you should get away with overcharging. What I am saying is that you base your prices on making a fair profit for you or your company depending on your financial situation. Your labor charges and material markup are based on that. If you charge less your profit decreases and at some point you will begin to lose money. You have to decide how much you can take.
You are right, they ain't stupid and they didn't get to where they are by not saving the company (or themselves) money. Believe me, your profits don't mean a thing to them. When you are gone they will just find another sucker and their boss will pat them on the back.
-Hal
