The difference is that saying "no" can mean the client gets it in 3 to 4 weeks (if it is really important enough to push out other work), instead of getting it in 2 years.
2 years isn't an exageration, I've worked on a project that the turn around time for a new requirement was 2+ years from conception to release to production. If you know you'll have to wait 2 years if it doesn't get in NOW, you'll fight tooth and nail.
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The difference is that saying "no" can mean the client gets it in 3 to 4 weeks (if it is really important enough to push out other work), instead of getting it in 2 years. 2 years isn't an exageration, I've worked on a project that the turn around time for a new requirement was 2+ years from conception to release to production. If you know you'll have to wait 2 years if it doesn't get in NOW, you'll fight tooth and nail.