# Output Template The owner checks two things before sending: the price and the scope. Structure the review around that, then get out of the way. --- ## Structure ``` ## Proposal — , **** · Based on: ### Open assumptions - — ### Worth knowing before you send - ``` Everything above the attachment is for the owner alone. The customer never sees the risk section. --- ## Worked example ``` ## Proposal — Ridgeline Property Group, 5 rooftop units **USD 18,650** · Priced from your Fairmount job, adjusted for the extra unit and the lower-roof access. Based on: Fairmount Commercial, Mar 2026 — 4 units, same scope, USD 14,200 (USD 3,550/unit). Corwin & Bay, Nov 2025 — 6 units, USD 21,300 (USD 3,550/unit). Your per-unit number has been steady. ### Open assumptions - Roof access by existing ladder. If a crane is needed, add USD 1,800. This one is stated in the proposal, so it's a change order rather than an argument. - Existing electrical is adequate. Quoted separately if inspection says no. ### Worth knowing before you send - The lower-roof unit is the risk on this job. Photo 3 shows ladder access only and I couldn't see the parapet height. If it needs a lift, the USD 900 allowance won't cover it. - Dana mentioned "we paid around 8 last time" on the call. That was for two units, so USD 18,650 for five is consistent — but it's worth saying that out loud in your cover note, because the headline number is more than double what she remembers. - Your usual deposit is 50%. I put 40% here because it's a repeat-adjacent customer. Change it if you'd rather not. Proposal-Ridgeline-2026-07-27.docx and .pdf attached. Send to Dana for signature via DocuSign, or do you want to change anything first? ``` The second risk bullet is the kind of thing that wins jobs. It came from the transcript, not from the pricing, and no template would have surfaced it. --- ## When a price line is open Show the proposal as complete except for the gap, and make the ask trivial: ``` ## Proposal — Corwin & Bay, controls upgrade **USD 12,400 + controls integration** · Everything priced except one line. Line 4 — Controls integration: $______ No comparable in your history and nothing in the rate card. Give me a number and this is ready to go. Everything else is built. ``` --- ## For an RFP response Compliance leads, because a perfect price on a non-compliant submission loses: ``` ## RFP response — Marion County, HVAC maintenance, RFP 26-114 **USD 84,000/yr** · 3-year term, priced from your commercial service contracts. ### Compliance check ✓ USD 2M umbrella — bound Jul 12 ✓ CCB license current ✓ 3 references, all commercial, all over 2 years ⚠ Prevailing wage applies. I priced at the current rate sheet, which is about 22% over your standard labor. Confirm that's right. Due Aug 8, 2 pm, submitted via county portal. Page limit 15; we're at 12. ### Worth knowing before you send - Liquidated damages are USD 500/day past the response window on emergency calls. That's aggressive for a maintenance contract and it's the main reason to walk if you're not confident on staffing. ``` --- ## Rules **Lead with the number.** It is what the owner opens the message to see. **Always show the comparables.** It is the difference between a price the owner can approve in ten seconds and one they rebuild from scratch. **Keep the risk section honest and separate.** It never appears in the customer document. Softening it to be encouraging removes the only reason it exists. **One send question at the end.** Not a checklist of options — a single yes-or-change. **Never send without an explicit yes.** A priced document commits the owner's money, their calendar, and their reputation.