Intent:
    Establish communications with the decision-maker again and go over each line item to ensure he has a full understanding of where the stone is placed on his building. Confirm he understands how to read the bid. A good opening point of discussion would be any alterations to save money or any issues that might come up along the process.

Benefit:
    Allows us to show our concern but it also expresses to the customer in a verbal sense (also backed up by written word) of what we’re going to do and where we are going to put it.

Examples:
    Sample dialogue between the estimator and customer:
Customer may say, “I see where you have 1,000 linear feet under window surround, but how do I know that will cover all the windows.”
Estimator responds, “You see by the area that says 42 windows?” His concern is did you get all 42 windows, your concern is did you get enough linear feet to cover all 42 windows. The bid follow-up allows the customer to see you covered the basis he was concerned with.

Definition
    The courtesy of a phone call making sure everything on the bid is understood and that all their concerns were included in the total process. Let them know you are on their team and at their beck and call.