It is more expensive using Patch Panels & patch cables than just blocks. It also takes more time to stategically design & coordinate with the IT people to install.
You are selling the customer a value service that will save them more in a few separate moves.
"You install it once, you service it for life"
You must give (& more importantly get from the customer) an apple to apple comparison for bidding against others.
You question the customer as a standard block install compared to a patch panel solution-then explain the concept & let them understand the cost savings.
I have been given jobs, with the other bids just thrown out (I was higher in price) because the customer saw what I was trying to do save them money,trusted me & then was asking why the others did not even give them the options.
"The best reference is by word of mouth"
Steve
tele-dataservices.com