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If you don't leave with a cheque or a contract for installation then make sure you leave with the design. That way they have to come back to you for the design ideas. If they pay for the design, leave it with them and hope they call you for the install. We run into this a lot. Sometimes the client needs to hear that you will credit them the cost of the design if you do the install for them.
About 2 years ago I realised I wasn't making any profit in the design stage of a project. We too sub it through a designer who presents us everything in a neat Dynascape package. Its been a great relationship.
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