If You Don’t Ask, You Don’t Get

Lessons from the Media and the Marketplace: If You Don’t Ask, You Don’t Get

In this blog, Harry Catrakilis emphasizes that “if you don’t ask, you don’t get.” Through his examination of personalized media and federal contract pricing, he highlights how unchecked systems can take advantage of passive acceptance and erode client trust, and why speaking up is essential.

“It’s remarkable how much we’re shaped by the world around us; especially by what we consume in the media. And with a little more time to reflect these days, I’ve found myself noticing this influence more clearly than ever.

Recently, I was talking to a young professional about a newspaper I read regularly- a digital version, of course. To my surprise, they explained that my impression of a traditional newspaper, where everyone sees the same front page, is outdated. In these digital formats, today’s publications personalize your front page based on your reading history, feeding you more of the same content you like to read.

That hit me hard.

To me, a newspaper was always meant to act as a kind of moral compass, offering a balanced perspective, challenging my views, and presenting ideas I might not have considered. But if the news I’m seeing is simply reinforcing what I already believe, how will I grow? How will I be challenged? It’s disappointing to think that many of us may be living in an echo chamber of our own making without even realizing it. And it is with this hesitant wariness of “Am I falling prey to confirmation bias?” as I address the article I read recently.

I read a recent headline in The Wall Street Journal (April 2, 2025): “Consulting Giants Offer Billions in Cuts to Federal Contracts. It Might Not Be Enough.”

Now, I don’t know if this headline appeared on my digital front page because ‘the algorithm’ knows I’m already skeptical- particularly about accountability within the accounting space and how public funds are managed. But I couldn’t help but think, Finally. Someone is paying attention. It felt like long-overdue recognition of something many of us have been noticing for years.

According to the article, major consulting firms proposed significant reductions in their federal contracts. The General Services Administration (GSA) had set a deadline for these firms to justify their contracts and identify potential cost savings. However, officials indicated that these initial concessions might not suffice, signaling a push for even deeper cuts.

This development struck a chord with me. For years, I’ve observed how large consulting firms benefit from a system that prioritizes perceived safety and name recognition over actual value and stewardship. The old mentality of “No one ever got fired for hiring the big guys”  creates a dangerous opening: when public money is treated with less care than one’s own, when decisions are driven by optics rather than outcomes, inefficiency becomes the norm.

As a small business owner, I was always taught to bill fairly — to charge my clients what I would expect to be charged if the roles were reversed. I once worked with a particularly tough VP who told me, “Harry, I rarely question your invoices because I know you beat yourself up before you send them out.”

That’s how client trust should be.

So when I read that large firms are suddenly willing to offer deep price cuts after years of charging more, I can’t help but ask — Why now? If those savings were always on the table, why weren’t they offered sooner? Why does it take federal pressure for these firms to adjust their pricing?

Imagine going to a longtime vendor and saying, “I’ve spoken to someone else who can offer this at a better rate,” and the vendor replies, “Actually, I can match that.” Wouldn’t your immediate reaction be: You could have been charging me less this whole time? I wouldn’t just want the savings, I’d want credit for the years they were overcharging me.

This scenario isn’t just frustrating—it’s a breach of trust.

A responsible vendor doesn’t wait to be challenged before offering value. They proactively provide their best to the client, ensuring fairness and transparency from the outset. Clients shouldn’t have to negotiate for honesty; it should be a given.

And that brings me to the point:
If you don’t ask, you don’t get.

Whether it’s the government scrutinizing contracts or a business owner negotiating with a vendor, this lesson holds true across the board. But it’s also a warning- if you’re not asking, someone might be taking. Too often, we accept the status quo- whether it’s the curated news we read or the prices we pay, without asking the hard questions. It’s enough to make you feel like just another cog in the wheel.

And while I do think that digital newspapers may be sending me articles that reinforce my beliefs, it’s good to get moments like this- when the system gets exposed, to know my instincts weren’t off base. It’s a reminder that being an informed, engaged participant requires effort and the willingness to ask. Because if you don’t, someone else will happily keep things exactly as they are.” -Harry Catrakilis

The above article only intends to provide general information and reflection. It is not designed to provide specific advice or recommendations for any individual. It does not give personalized tax, financial, or other business and professional advice. Before taking any form of action, you should consult a financial professional who understands your particular situation. CKH Group will not be held liable for any harm/errors/claims arising from the blog. Whilst every effort has been taken to ensure the accuracy of the contents, we will not be held accountable for any changes that are beyond our control.