It might be trite, but as a contractor walking my rate up over 10 years, I found it interesting.
The path you are hitting on implies the client/employer already knows what they need and are gatekeeping on it. It's great to be able to get past those gates - ie, if you've grown yourself into a FAANG-caliber engineer, go interview at Google, but in this case Google already knows what they need and what that looks like.
The line from the article that I cited is the other dynamic - where the client doesn't know what they need. You're right that might be because they are a low level client and don't actually need your expertise (what you mentioned) but it may also be the case that they do badly need you but can't recognize it because of your relative difference in levels.
In general, the higher your level, the more likely it is that even otherwise high-level people will not understand the nuance of what you can bring to them. In that case, there's the sales process that should kick in, and by sales I simply mean helping the client see that they have a problem and that they would be much better off if that problem was solved, and that you're a rare breed who can do it.