Following the initial telephone conversation when the survey was booked I have a rough idea. I prepare a quote with three fully costed options for them which are all marked 'indicative quote subject to site survey'. I go to the customer and conduct the survey. I then hand over the quote explaining each option and if for example it wouldn't fit on their roof then I point out that it won't work for them and mark that in pen on their copy. If one option fits well with them then great or perhaps the whole thing needs to be re-done either way they have something to consider and 9 times out of 10 one of the 3 options suits or is pretty close. They have some fully explained paperwork to mull over when I get back I update the provisional quote and re-send the quote to them knowing that they understand it.
I've got a spreadsheet that makes that whole process really easy, it pumps out lots of paper but the customer is proposing to spend £15k they deserve a few pages and an explanation. The customers love the thoroughness of the approach and I can indulge in the theatre of measuring roof pitch and exact azimuth when in reality I know that according to SAP it's 30degrees and South.
I'm not the cheapest but I am the best and the preparation before site survey, thorough site survey and follow up re-enforces that. Better to do 4 brilliant installs a month than compete hard for 8 making half the profit I say!