When you’ve submitted the work as per contract and you’re asked for an additional discount, don’t back down, even though you’re tempted to do so. The siren song of “additional work in the future” is very strong.
It’s easy to say, “you shouldn’t back down” but you shouldn’t
back down. And yes, it’s about the money. It’s always about the money.
When they say it’s not about the money, it’s definitely about the money. A
young Jack-Welch postulant will crow about how the company “cut costs” on
your contract because that’s all that matters. And the good guy who hired
you, who knows better, will shrug and say there’s nothing he can do.