Always ask how many are bidding
The number of competing shops tells you exactly how to price — and losing bids are market intelligence.
Before and after submitting any quote, ask how many other millwork companies are pricing the job. If the answer is four, five, or six — that client is not buying quality. They are shopping for the lowest number.
In that situation, price high. Do not try to win this job by going low. If you race to the bottom against five other shops, you'll underprice, kill your margin, and learn nothing.
When you don't get the job, follow up and ask what the other prices came in at. Now you have 4–5 real market data points from different shops on the same scope. That intelligence is worth more than the job itself.