No strong patterns, but some characteristics. Situations where you're more likely to get by with a block quote: Established trust, where you have high credibil

No strong patterns, but some characteristics. Situations where you're more likely to get by with a block quote: Established trust, where you have high credibility with the prospect, when you have been referred to them from a trusted source, or where they are already a client of yours. Where you probably will require a more granular quote: If your proposal/quote will be passed on to other people in the company, needs to be approved by a board or higher management, and if the prospect is known to be tight with their money. Also quotes above a certain amount usually need to be granulated, for me this was anything over $5K.