[davismwfl]

I don't necessarily disagree with your point, but it is a quick way for larger companies to filter through the many small consultants who may or may not understand the risk and complexity of an issue. And I have two great long term relationships with enterprise clients that did this to me initially. It was just their filter.

You could easily argue it is underhanded, or slimy, but I don't think it is as uncommon as we would like to think. Just like an Enterprise level client who won't pay for a $99/month SaaS, but if you change that price to $999/month, suddenly you are a contender and taken seriously. The value proposition is about perception, not reality for many larger organizations, which I put health care and universities in too.