How do you present anticipated decking and optional upgrades without making your quote look overpriced?

I recently inspected a shingle roof where the attic inspection revealed a significant amount of visibly water-damaged sheathing.

Based on what I could see, I included an allowance for approximately 20 sheets of plywood. Our standard addendum rate is $125 per sheet, but I included 20 sheets for $2,000—essentially reducing it to $100 per sheet and potentially saving the customer $500. Additionally, we would typically not charge a change order if we went 2 or 3 sheets beyond what I observed in an effort to help the customer.

I also separately listed an optional direct-to-deck underlayment upgrade at $115 per square. The customer could remove that upgrade and stay with the standard underlayment system.

My complete proposal came out to approximately $20,000. The customer told me he had another quote for around $15,000, but that proposal didn’t include the anticipated decking or upgraded underlayment. Once those items were removed from my proposal, the base prices were much closer.

I prefer identifying foreseeable costs before the project starts instead of presenting the lowest possible number and relying on change orders later. The downside is that my initial total can look considerably higher when the customer only compares bottom-line numbers.

How do you guys handle this?

Poll options:

• Include anticipated repairs in the initial total
• Quote the base scope and address repairs after tear-off as a change order per addendum pricing