Gartner Consulting: Are clients questioning the ROI of our advice more?

Lately, I'm noticing a significant shift in client conversations. It used to be that presenting a Gartner framework or a piece of research would be enough to get buy-in for a project. Now, it feels like every proposal is met with a barrage of questions about direct, quantifiable ROI. They're asking us to prove how our recommendations will directly impact their bottom line, not just 'improve strategy' or 'mitigate risk'. Has anyone else experienced this? It feels like the trust in our general guidance is being scrutinized more than ever. We're spending way more time on justifying the 'why' before we even get to the 'what' and 'how'. Makes closing deals a lot harder.