Gartner Consulting: Is our value proposition being scrutinized more?

Lately, it feels like clients are really digging into the ROI of our services before signing off. I'm not just talking about price negotiations, but a deeper questioning of how our insights and recommendations directly translate into tangible business outcomes. We're getting more follow-up questions about the impact of past projects and how our current proposed solutions will achieve specific, measurable results. It's like the 'trust us, it's Gartner' factor isn't as strong as it used to be, and we need to prove our worth more rigorously for every single deal. Has anyone else had to significantly adjust their sales approach or the way they frame proposals to address this increased scrutiny? Wondering if this is a sign of clients becoming more sophisticated, or if the current market conditions are forcing them to be more risk-averse with their consulting spend.