I agree with specs 100%, but then when it comes to business we're very like minded. Cost is a factor to be sure, but there have been many times my price has been more than the other guy, but I've won the work. Usually when I'm told I wasn't the cheapest and ask why they chose me, they say that I conducted myself more professionally, knew what i was talking about, gave choice and had a well written and detailed quote.
That is nearly word for word what I get told on a regular basis.....
I think a key point we have to remember is;
Every electrical job no matter how big or small has several ways that the customers requirements can be achieved
and still be all compliant with current regs.
e.g. Surface/Concealled cables... Flush/Surface accessories... Bare minimum/Extra accessories for future... Basic Plastic/Posh metal fittings...
Purely functional/Decorative mood lighting... Automatic,timed,remote/Manual control...
etc...
etc..
etc..
So to think there is only one price, and one solution for any customer is daft to say the least!
You have to discuss the customers options, offer choice, then work out a costing to their specification.
Do all this in a proffessional maner in a clear, well presented, unambiguios quote/estimate, (including all of your payment terms & conditions)
then you will have put yourself nearer the top of the I will select this contractor pile!
Everybody knows you dont get somthing for nothing...
and if a customer has three different prices for a job its only normally the brain dead who pick the cheapest thinking they will get all that the most expensive was offering.