The owner asked for a bid to replace her 35-year-old cast iron boiler which was still operating. She had two requirements: Redundancy in the event of a boiler malfunction and lower fuel costs for the building. You will be competing against the usual cast of contractors, including Low Bid Mike who always comes in 10% to 15% lower than everyone else. You could use the work, so how do you show value to the customer and maintain a healthy margin? Perhaps consider a hybrid heating plant. A hybrid heating system consists of one or more condensing and one or more non-condensing boilers. Why would you consider this option?