The common business street quote is this:

If you drive a mercedez then you have to pay the price [higher] of driving it <they assume that you are rich>...

I dont know why this is, but its not very clever because you stand to lose alot of opportunities....

The other problem is this:

1) i have seen friends under-quote and regret

2) some companies claim to quote for "value" - seeing the success of Mpesa, the owners feel that they should charge properly
    incase the product goes to generate billions...
   
But the second case is merely speculative - and the best way would be to come up with a good contract that charges the product in stages <of success>...

For example...

If James Cameron's movie Avatar, had been a flop, is James Cameron entitled to ask the actors for a refund of the millions they were paid for acting ?
Now that the movie is the highest grossing ever [on the way to USD 1.7b] are the actors entitled to ask for more pay because of their hardwork,,, or is it the hardwork of the marketers ??

w/r
Snn