ESTIMATING AND PRICING — RECOGNIZING THE DIFFERENCE

* Is the customer a “moving target?” (For instance, will the client shop around this time for the lowest price and do so once again when the job is to be reprinted or another job comes up?)

* What is the relationship with the client? (Is there a history of working with this customer?

* What are the quality expectations? Payment history? Annual printing purchases? Is the work a good fit with the printing company’s capabilities?)