Because if they do, they're not really sure what they'll get.

That uncertainty is what needs eliminated for any progress to be made.

More work has to be done, language changed and expectations elevated (get it). Once they are it becomes a lot more exciting to see what happens next.

In order to get there, a detailed process needs to be established from the beginning.

They only question is if you're able put all the pieces in the right place.

Original Extended Version: No One Wants to Request a Quote

P.S. We talk about a lot of those details inside the Agency Nation newsletter.