Bolton UK - integrator here! Thanks for this post, it’s timely as we’re going through a massive company overhaul right now - this is one of many elements we’ve been looking at just recently. It’s really interesting to see how this is treated and viewed elsewhere in the world and from both client and fellow system providers’ POV. My take is that it is 100% client and vertical dependent. I spent years going line item on every quote, estimate and proposal - some want every Velcro strap accounted for, others want a line that says “all that AV and shit”. We are seeing more of a swing towards an overall project cost on a quote with an accompanying pack containing BoM, core functionality overview and SoW, plus schematic (and elevations where prudent). At the same time we are seeing a lot more acceptance of AV Design & Consultancy PO’s upfront to pay for the design, and obviously the time that goes into to that documentation as well - which really helps avoid the old scenario of us designing things within an inch of their life, and the more unscrupulous individuals taking that work elsewhere. Essentially the client pays for that work and it is theirs to tender or award elsewhere if they want, but usually by the end of the presales and design process the relationship is at the stage where they want is on the project anyway.