I agree with the general consensus here that one should NEVER give an outright cost reduction to a client. Tell them "no" and you'll gain instant credibility and respect. I have considered one thing, though, and was wondering if anyone else has tried this. My idea is to decrease the price of equipment by say 10% while simultaneously raising the installation price. Our installation prices are associated with each piece of equipment and show up as a single line item for the system. People primarily tend to shop the equipment prices. Upon doing this they will find our prices very reasonable. If they ask about the installation we can then start talking about all the service issues, which is where we want the conversation to be. BTW we do not sell eqipment without installation. Any thoughts?