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Didn't mean it quite that literally, always be polite and professional. On the subject of referrals, I often find I'm the only bidder or I'm pricing against a similar company so it's a fairly level playing field. If I went to price a referral and they came out with another quote half the price...

As soon as you start justifying your price it sounds like your making excuses IMO. 9 times out 10 the low bidder will do an perfectly good job, at least as far as the client is concerned. I will negotiate on price, but there has to be something in it for me, ie leaving chips on site, paying...