They're easier than you might think.
Pitch 3 different versions. (And give them names, it's fun)
- If they went with the first, it should make you a little disappointed and underwhelmed.
- The middle should be what you hope they (realistically) go for.
- The high end would be great for them to go for, but a little scary and outside your comfort zone of what you've done before.
Build a spreadsheet to estimate the time, rates, and expenses required for each and present them with a range for each.