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Clients always ask the dreaded, lip-biting question: “How much is this going to cost?” To which I always reply, “That’s a good question.” Whatever pie-in-the-sky number we blurt out, we live in fear that our estimate might be grossly incorrect. In order to properly address price concerns with clients, we must first adjust how we classify software development on the marketplace. It’s time to realize that while companies might sell their software to end-users as a product, the development of that product is a service and should be treated as such.