I'm getting so used to demo's, I'm not sure how to not do a demo. A prospect called recently, she said just do a consultation and she already had lighting in another state. So when she comes back to her vacation home in May, I need to do a consultation with no demo. I already do consultations before the demo's, so I understand much of the process, except: how much do you discuss specific fixture placement vs. lighting objectives (POV's, purpose for illumination, general concepts, etc.). For the pre-demo meeting, I hardly mention any specifics such as fixture selection and positioning, etc., just mostly the lighting objectives and a feel for budget and number of zones. I would imagine a brief narrative in writing to explain the design, when I submit the proposal. How detailed should I be with that? Thanks in advance.