Generally I prefer to give one set price as a package deal. If a customer asks to have the proposal itemized I will do it because I believe in “the customer is always right” philosophy. I would approach this by explaining to the customer that the cost would be higher if itemized because I am offering a package deal price. Then I will present a proposal with each item priced separately and I will show them the discount they will receive if they schedule say at least three of the projects and a bigger discount for the more items they would like to schedule. I find this approach works for me. Customers asking for itemization tend to like everything to be very transparent. I hope this helps.
It depends on the customer and his willingness to be educated and involved in the process. In general, we provide a simple estimate without itemization but on the next page we present a list of everything what is included in that price and everything what is not included. But of course, if customers ask for a detailed and transparent pricing, we provide a detailed line by line estimate.
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I believe that the format of the proposal actually attracts a specific type of client. after 40 years, i have learned to read the prospect and while we prefer to provide a final price, i know pretty quick when i am dealing with a detail oriented client or one who just wants the bottom line. Bottom line clients are easier to deal with than detail oriented clients and sometimes you need to make a decision about whether or not a client is right for you. i can usually manage any client but that does not mean that every client is right for us. we are a 4th and 5th generation builder (my two sons work with me), my father always said that you are defined by the jobs you turn down not the ones you take. one bad job can take 5 good ones to recover from so it pays to be selective.
we built a home for a financial executive and after completing the home at 1.2m and 10 monthly draws with lines and lines of detail, the client told me that they would have been much happier if i had just given them a bottom line price and if they asked for a change, just give them one price without the detail. since then i always start with a bottom line proposal but can adapt if needed.
We always itemize and add quantities. Helps keep track of assemblies and allows clients to see what they are paying for in detail.
We do show to the client what he is paying for item by item!
I’ve found that a detailed estimate alleviates a lot of questions down the road, and creates some transparency between you and the prospective client which in turn builds trust.