>One has to be a lot more reactive and imaginative these days (IMO).

I don't see that - and I disagree. I find that new and existing customers are very open to the design before you build concept and like to know what it is going to cost, what they are going to get, etc. While the process may take a bit longer, it works out for everyone in the end.

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>While you're counting paper clips and winding red tape, some other outfit (off-shore or otherwise) will make the sale.

I don't see where this has anything to do with what I said - I don't "count paper clips" or "wind red tape". I bill for work. And I make a plan beforehand to see what the extent is of the work to be done. This is not only for me, but my customer as well. If it is written down on paper, they know exactly what to expect when the system is complete. As well, I have exact details about what I am to deliver.

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>"Throwing figures off the top of one's head" is easier with experience ... I don't recommend it for amateurs.

It should not be done by anyone! It is not "easier with experience". You will ALWAYS lose if you do this and do not attempt to figure out the amount of work up-front.

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>Ever heard of RAD ? Prototyping ? "Plug and Play" ? Not everything is conceived only in paper.
>

So you will create a prototype for someone for free? RAD? It does not matter how fast you do it - it still takes time. And you will not know how long if you do not create a plan. EVERYTHING should be conceived on paper up-front before starting on the project.

I will close with something to consider... would you call a building contractor and tell them that you want a house built - without any architectural plans? Do you think they would build you one (prototype) to see if you like it for free? If they had a great crew and had done this a thousand times before - would you be willing to allow them to work quickly (RAD) - without actually having any idea of when they would be finished or how much it would cost?