Putting together a quote for an LED project takes weeks of engineering work and often ends up as a price war that nobody wins. This session provides a method for deciding early on which opportunities are worth the investment, what questions to ask before sizing the project, and how to build a financial case that the client can defend internally with the procurement and finance departments. Attendees will leave with a set of evaluation criteria they can apply to their next prospect and a total cost of ownership framework to support their proposal.