Thanks for the feedback--I appreciate it! > Anyway, back to the original question. Fred, I could not tell if the > client decided to go with you after he got the quote from Big Internet > Corporation X or whether that quote was an afterthought. If the > former, then clearly he saw additional value with you. If we can > assume that he is a good businessman, then he didn't go with you to > "throw you a bone". He likely went with you because he considers YOU > to be trustworthy and honest just as you consider him. He probably > didn't want to deal with corporate bureaucracy and he might even know > a little (specifically or generally) how such a quote of $x will often > end up as $3x when all is said and done (oh, you wanted the rust > proofing? That's extra.) > > You went with him because he's not going to screw you. He went with > you because you're not going to screw him. I would just remind him of > this and try to understand why there is a concern over this now. Then, > ask HIM whether he feels like you need to justify this cost and, if > so, HOW he would prefer you do this. Put the ball in his court; > otherwise, you will spend a lot of time worrying. Apart from that, he > will be a hundred times more likely to buy in if it is his idea of how > to justify the cost rather than yours.