Comment by jazzyjackson

it's psychological but maybe also pragmatic

if your billion dollar business relies on the web site working well, you wouldn't think of trusting it to a small freelancer that quotes you 50k or whatever, it's almost like they start with a budget in mind (7 digits ought to do it) and then find someone who will take that much money

disclaimer: I have no experience here but I think this lecture on pricing design touches on it, that big corps aren't going to touch you if you're not charging them outrageous fees

[0] https://youtu.be/RKXZ7t_RiOE