Sounds like you know what it will take, but that many of the tasks involve iteration or admin stuff that you feel embarrassed to put a price on. So you would r

Sounds like you know what it will take, but that many of the tasks involve iteration or admin stuff that you feel embarrassed to put a price on. So you would rather not talk about those things. I think the answer is to practice feeling for yourself that all of the time is well spent. A big problem can be that the customer wants you to treat some tasks as worthless or free (or your problem as overhead), because they might be treated that way internally. You will not have a good time with that, so might as well stick to your guns. The other problem is that often the customer is doing this because it has worked in the past. You can say that while others have salespeople that treat estimates as haggling - leaving others to do the work, you prefer to offer estimates based on project success not bonus money. In both cases you are going to want to get comfortable defending your practices. You can ask satisfied customers what they liked about working with you and might get your talking points!