Once again we see evidence of the industrial/commercial side of the trade quickly following the downward trend of the domestic, eh, rus?
Years ago, the guy asking you to quote for work in his factory knew what he wanted.
often knew how he wanted it doing.
nearly always knew roughly what it would cost.
also, often appreciated that your quote was better than the other 2, NOT because of price but because he had talked with you. understood your way of working and trusted you.
now days
he or she will pass the task on to the purchasing department who's only mission is to save the company money.
they have no understanding about how long things last or why this is the better way of doing it than that.
they will happily give the job to any person who comes in with the lowest quote.
there argument is always that it is all to the same standard otherwise it wouldn't be allowed or certified.
it always costs them in the long term but that is of no importance to them.
small companies are the only place bucking the trend in my area.