OK I roll up to meet this developer at one of his new projects (A pretty large developer at that). I have never met this guy. He says he has heard good things about me and wants a proposal on a new community entryway and commercial development. He hands me a proposal from a competitor which installed lighting in a community he built a couple of years ago. The sign and entryway are similar and in the same area. He states he wants to use the same kind of lights which happens to be lumiere and hanover lantern (I am ok with that). All this was specified on the competitors proposal. When I read over the price that was charged my jaw almost dropped. I could hardly contain myself in front of this guy. I have always charged alot more for a commercial project but after reading this guys proposal I came to the realization that I must not be charging enough. I also realized that pricing by the fixture is doing your company a disservice. Wow! I have really been selling my self short on commercial jobs.