Or they'll tell you the hidden requirements! I remember selling to a school board back in 2008. We wanted to issue them a bill with one line item: "Software, $100,000."

Luckily, we had a champion inside who took us aside and gently proposed that we repackage it into several line items: site-wide licensing, installation support, training support, 1-year of tech support, custom development fee, etc. It tallied to the same amount, but looked a lot more "normal" for procurement purposes.