Quoting accurately is one of the most important skills in the glazing trade. Under-quote and you lose money; over-quote and you lose the job. The difference between a thriving glazing business and one that struggles often comes down to quoting discipline — knowing your real costs, building in the right margin, and presenting quotes that win work without cutting corners. Here's a step-by-step guide to the quoting process.

Step 1 — Conduct a Proper Site Measure

Never quote from a customer's rough measurements. Customers consistently under-measure (they measure the visible glass, not the rebate), misidentify glass types, and miss complications like out-of-square frames, restricted access, or existing damage. Visit the site, measure every opening yourself, and check diagonals. Photograph the frames, the access routes, and any existing damage. This visit also gives you the opportunity to assess whether the job scope is what the customer described — frame condition issues discovered on site after you've committed to a price are the most common source of cost blowouts.

For a detailed guide to measuring technique, see How to Measure for Replacement Glass.

Step 2 — Specify the Glass Correctly

For each panel, confirm before quoting: • Glass type: toughened, laminated, IGU, or standard annealed • Thickness and configuration (e.g. 6.38mm laminated, 6/12/6 IGU with low-E) • Any coatings: low-E, tint, obscure, reflective, or UV-blocking • Whether the location requires AS 1288 safety glass compliance • Lead time: toughened glass and custom IGUs typically require 3–10 working days

Misspecifying the glass is one of the most costly quoting errors. An incorrect specification discovered after the glass is cut or toughened cannot be undone — you wear the cost of the remade panels.

Step 3 — Calculate Area and Weight

Use the Glazing Calculator to determine total area in m² and weight in kg for each panel. Weight determines two things in your quote: whether mechanical lifting equipment is needed on site (and its hire cost), and whether hardware such as hinges, patch fittings, or balustrade posts needs to be upgraded to handle the load. An accurate area figure also ensures your glass order to the supplier is correct and you're not ordering on rough estimates.

Step 4 — Get Current Glass Pricing

Contact your supplier with the full specification and request current pricing. Don't rely on quotes or price lists more than a few weeks old — glass prices change with raw material costs and demand. For unusual glass types, custom sizes, or large IGUs, request written pricing confirmation. Confirm lead times at the same time, as extended lead times affect your projected start date and may affect the customer's decision.

Step 5 — Calculate Labour Accurately

Labour is where most glaziers under-quote. Building your estimate from first principles prevents this: • Travel time and fuel to and from site • Glass delivery or transport (your cost if you're supplying) • Site setup: unloading, PPE, organising the work area • Removal and disposal of existing glass — often underestimated; broken glass disposal takes time and has direct costs • Installation time, which varies significantly with panel size, access difficulty, and frame condition • Any remedial frame work — cleaning out old putty, replacing setting blocks, repairing damaged rebates • Silicone or sealant application and finishing time • Cleanup and site reinstatement • Administration: quote preparation, order placement, invoicing

Be realistic about time. A job that takes three hours on a clean, accessible site might take five hours with difficult access, a rotten frame, or complications you couldn't fully assess from the site visit. Build in a contingency of 15–20% on complex jobs — not as padding, but as honest recognition that things take longer than expected.

Step 6 — Add Overheads and Margin

Your overhead costs — insurance, vehicle, tools, licensing, accounting, advertising, and administration — need to be recovered across all the jobs you do. Calculate your hourly overhead rate (total annual overhead ÷ chargeable hours per year) and ensure it's built into your labour rates. On top of overheads, you need a net margin that keeps the business viable and funds investment and growth.

For trade work in the building industry, a sustainable net margin is typically 15–25%. If you're consistently winning every quote you submit, your prices are too low. A healthy quote win rate is around 50–60% — losing four in ten quotes is normal and healthy.

Step 7 — Present the Quote Professionally

A written quote creates trust and protects you legally. It should include: • Customer name and site address • Quote date and validity period (30 days is standard — longer than this and glass prices may have moved) • Clear description of scope: exactly what glass, exactly where, and what work is included • Total price, GST-inclusive and exclusive where applicable • Payment terms: deposit on acceptance, balance on completion is typical for residential work • Exclusions: what is not included — frame repairs, painting, building permits, scaffolding • Assumptions: "quote assumes existing frames are structurally sound and have adequate rebate depth for the specified IGU"

Handling Variations

Jobs evolve once work starts. Frames turn out to be rotten, hidden damage appears, customers change their minds. Protect yourself with a clear variations clause: "Variations to the scope described above will be quoted separately and require written approval before proceeding." Verbal approvals for variations are the most common cause of payment disputes in the glazing trade.

Common Quoting Mistakes

Quoting from customer measurements rather than your own site measure
Forgetting disposal costs for removed or broken glass
Not confirming current pricing before submitting
Underestimating difficult access (upper floor work, confined spaces, vehicle delivery restrictions)
Omitting GST or applying it inconsistently
No quote expiry date — a quote accepted six months later at prices from before a cost increase is your problem, not the customer's

Frequently Asked Questions

Should I charge for site visits and quotes?

For straightforward residential work, quoting for free is industry norm. For complex commercial projects, large jobs requiring significant site assessment, or repeat situations where you've provided multiple quotes without winning work, a quote fee is reasonable. Be clear about any fee upfront — customers generally accept it for complex work.

How do I respond when a customer asks me to match a competitor's lower price?

First, understand the lower quote. Different quotes often specify different glass — a budget IGU vs a low-E unit, for example. Ask to see the competing quote. If it genuinely specifies the same scope, consider whether you can reduce cost through legitimate means (simpler glass, staged work) while maintaining margin. Never cut into your margin to win a job — it sets a precedent and isn't sustainable.

How long should a quote be valid for?

30 days for residential work is standard. For commercial projects with large glass volumes, 14 days is more appropriate given market price volatility. Always print the expiry date on the quote document.

What should I do if the job turns out harder than quoted?

Stop, document what you've found with photos, and contact the customer before proceeding. Present the variation in writing with a clear scope and price. Continuing to work and hoping to recover cost at the end is the fastest route to a payment dispute.

Do I need to itemise my quote?

Not legally required, but it's good practice for larger jobs. Itemised quotes help customers understand what they're paying for and reduce disputes. For small jobs, a single lump sum with a clear scope description is usually sufficient and is less likely to invite line-item negotiation.

How to Quote a Glazing Job: A Practical Guide