The art of estimation

“framing” has the ability to dramatically increase or decrease your perceived value to prospects.

What should you take from this? First and foremost, charge a premium. It will allow you to do things no one else can to make your clients successful. We were able to charge a premium because we provided more value than anyone else in the industry. In a real way, we were charging on a fraction of what our clients made using our system. This is impor

The company that sent you a bid for $100K may have bid $80K if you’d shown up a month earlier. And the company that bid $250K may have bid $175K for a similarly complex job if you were a nonprofit rather than a luxury resort company. Estimates aren’t really a matter of whether you want to pay $50K or $100K, but whether you’re willing to pay that pa