QQQ, right on the "money" so to speak. This customer didnt budget the control system in his mind because the sales guy didnt put that thought there when the project grew. I know cause i've done it myself. Doing it after the fact makes it seem as though your just trying to jack the price. Which you are not. The other benefit of doing it up front give you a chance to teach the customer about the "Value" of the control system. Most high dollar customers dont mind spending the money if they feel it adds tangible value to what they are purchasing. Take it from a guy who made a living selling Runco plasmas and Projectors. When a "big Daddy" as we called them is convinced about the value, money is not a problem

Just my 2c.