ESTIMATING AND PRICING — RECOGNIZING THE DIFFERENCE

* How is the product going to be used?

* Why is the customer asking for this price? (i.e., fishing for a lower competitive price, etc.)

* Is the job a “real” job or just a concept?

* Have there been any sales efforts to get a pre-commitment to produce the job?

* Is the customer a “cherry picker?” (i.e., breaks the job up in parts and shops each job for the lowest price.)