I don't think the mechanics of how you quote it to them matter all that much, to be honest. They're more concerned with a) what they get and b) what the cost i

I don't think the mechanics of how you quote it to them matter all that much, to be honest. They're more concerned with a) what they get and b) what the cost is than how you break down your line items. Instead, I would prepare a few backup plans such that you can negotiate scope rather than negotiating rate if they come back with the answer that your initial quote is out of the budget. Example: Proposal A: Curriculum creation + 15 hours live training for 23 attendees = $25,000 Proposal B: Everything in A plus (fill in the blank) = $35,000 Proposal C: Everything in B plus (fill in the blank) = $50,000 So you could potentially have a conversation like "Alright, the budget is only $40k, so we can't afford the proposal." "No problem, we just move the (email support or whatever) out of scope and then we can do the $35k option." "Oh great." or "$50k sounds a little steep." "If you'd like a less expensive option to get started, we can just move (the email support or whatever) out of scope and do the $35k option." "Well we really want the email support." "Sure, that makes a lot of sense. After all, you have 23 developers working on this project, so if we shave a day off your delivery timeline that saves you, hmm, $23k or so, right?" "Sounds about right." "I think its quite reasonable to expect that personalized email support about their exact blocking issues might let us shave at least a day off delivery timelines, don't you agree?" "Plausible." "So seen in that light, it's virtually guaranteed ROI for you to go for the email support in addition to the training, right?" "Alright, sure, let's do it."