quote worksheet: rows, scoring, worked example
business · 2026-10-13 · 7 min
comparison advice says compare line-by-line; nobody provides the lines. this is the worksheet: the rows, the scoring, and the worked example. print it, send the same brief to three bidders (brief guide), fill one column each — the winner usually becomes obvious before scoring.
the rows (copy this table)
pages + scope (count, which pages, states). design (template adapted vs custom — which, named). content (who writes/enters/photos — hours or exclusion). features (forms, booking, shop, languages — each specified). integrations (payments, CRM, email — named with costs). technical (hosting, SSL, console, analytics, backups — whose accounts). SEO initial (titles, speed, redirects — defined). revisions (rounds per deliverable, format). timeline (start, milestones, launch). support (window, response, cost after). maintenance (plan terms or hourly). exclusions (written — the most honest row). total + payment schedule.
scoring (price is one row)
completeness first (missing rows = future invoices — price the gaps). ownership second (your accounts day one, or hostage discount). evidence third (live relevant sites + references called). process fourth (milestones, change orders, communication). price last (cheapest COMPLETE column wins, not cheapest cell). weight by risk: ownership and completeness outrank 10% price gaps every time.
worked mini-example
bidder A $1,500: 6 pages, template, your content, basic SEO, 30-day support, exclusions listed. bidder B $900: pages unspecified, content unspecified, support unspecified. bidder C $4,200: custom design, copy editing, integrations, 90-day support, care plan offered. normalized: B isn't cheaper (unpriced rows will invoice later); A vs C is scope choice, not quality contest. fog never wins against matrices: why quotes differ. traps: preventivi trappole.
FAQ
how many quotes?
three comparable (same brief). five+ breeds analysis paralysis; two hides the market shape.
share prices between bidders?
share scope, never prices. convergence on scope is honesty; convergence on price is theater.
scored rows (0 missing / 1 vague / 2 stated)
| row | weight | bid A | bid B |
|---|---|---|---|
| pages/templates count | x3 | ||
| copy responsibility | x3 | ||
| integrations/store/booking | x3 | ||
| SEO migration + redirects | x3 | ||
| ownership + handover | x2 | ||
| recurring + exit terms | x2 |
send same brief to all three (brief guide); turn every not-stated into a clarification email before signing. scope context: three quotes.