I agree too Theaterworks.

I have itemised and lost some, and got others.

I have a single price and won some, and lost others.

You can change your strategy and your proposal system, your prices, etc. But it is very difficult to know what does or does not work definitively as each client can be so different.

Some never make a comparison, some are straight on the 'net. Some just trust their instinct.

I like the ones who trust from the start. You can pick up on this pretty clearly and give them more than they expect quite easily, and are a pleasure to work for.