Quoting is where a lot of solo tradies quietly lose money — either by underpricing because they only counted materials and a rough hourly figure, or by being so slow that the customer's already booked someone else. Get the method right and you win more jobs and make money on them.
Step 1: Work out your true cost
Add up everything the job will actually cost you, not just the obvious bits:
- Materials — what you'll buy for the job.
- Your labour — your hours at your real charge-out rate, not your old wage. This is the line tradies most often underestimate.
- Subbies and hire — anyone you bring in, plus machinery or equipment hire.
- The bits people forget — tip fees, consumables, travel, parking.
Step 2: Add your margin (the right way)
Once you know your cost, add your margin to get the price. The classic mistake is confusing markup and margin — a "30% markup" only gives you about a 23% margin. The quote & markup calculator does this for you: enter your cost and the margin you want, and it gives you the price.
Step 3: Itemise so the value is obvious
A single big number invites "that seems a lot". Breaking the job into clear line items — and spelling out the parts customers don't see (prep, waterproofing, removal, compliance) — shows them what they're paying for and makes your price defensible. It also makes it easy for them to add or drop scope.
Step 4: Set clear terms
- How long the quote's valid (e.g. 30 days) — protects you against material price rises.
- Deposit on bigger jobs, so you're not funding materials.
- GST shown if you're registered.
- What's included and excluded, so there's no argument later.
Step 5: Send it fast — then follow up
This is the one most tradies get wrong. The job often goes to whoever quotes first, not cheapest. Quote on site or the same evening while you're fresh in their mind. Then, if you don't hear back in a few days, follow up once — a huge share of quotes are won on the nudge, not the original send.
FAQ
How do I quote a job so I actually make money?
Count your real costs — including your labour at your true charge-out rate and the overheads people forget — then add your target margin (not just a markup). Underpricing almost always comes from undercounting cost, especially your own time.
Should I quote a fixed price or by the hour?
Customers usually prefer a fixed price for the certainty, but you still need your real hourly rate to build that fixed price properly. Work out your rate, then price the job from it.
How fast should I send a quote?
As fast as you reasonably can — same day is ideal. Jobs often go to the first decent quote, not the cheapest, so speed is a genuine competitive edge.
Related
How much should a tradie charge per hour? · Should you charge a call-out fee?
General information for Australian businesses, not financial advice.