Actually, my client really asked, "Are you making assumptions that cost you money?" But isn't it more than money? Have you ever lost a client that you thought was happy? Have you ever lost a deal because you assumed that when they said that 'money was no object' they meant that they had enough and the authority to spend it? Have you ever decided to pitch someone and after hours, days or weeks, they tell you that their boss's, boss's, boss's boss has a friend that's gonna get the business?