One advantage, we have as consultants is the ability to vet out the integrators we select. I have vendor profile for all bidders that have or will bid on our projects. This allows us to select the best integrators for a specific product/solution, as well as match up three bidders of similar size and qualifications. It will also weed out the low-end integrators and keep the bid process fair for all bidders. I can honestly say that every reputable bidder I have approached for our projects have had no problem disclosing unit sell prices (not costs - I am not interested in the mark-up), labor rates, hourly rates, etc.
Yes design builds vs. an RFP are very different. That is were your sales team and engineers needs to step up. If you cannot get in front of them to educate them on your product selection or spend the extra time bring the products to them for on-site demonstrations, your closing ratio will certainly drop. Sending datasheets si not enough. The low-end product datasheet do a great job claiming to be equal to their higher prices competitors on paper, but usually fall short in a real world installation. People will argue that decisions are made on price rather than relationships. That may be true in some cases, but if you have the relationship with the end-user, they usually give their favored integrator last look (this obviously should exclude public bids, etc.). It's not what you want to hear as an integrator, but unfortunately has happened to the best of us.
Yes - Some customers will shop the internet, but if you've been in the industry long enough, you know how to best address that. With some customers you cannot. That is when you have to detrermine if this is the right customer for your company. Can you make enough margin on their projects or should you focus your resources elswhere. It is very hard for an account rep to know when to walk away from an account. I have had those discussions myself. Some of the most successful integrators out there are successful, not because of the volume they sell. They have become experts on knowing what jobs they want and do not want. They are being more selective, which increases their closing ratio and profit margins.
It seems to me that with the onset of IP based systems, these manufactures go to market offering much smaller margins to the integrators. Back in the day we all remember having costs from companies like Pelco, American Dynamics, Bosch, etc. that usually allowed a full mark-up without exceeding their suggested MSRP. Most of the IP manufacturers today seem have a much smaller cap between cost and MSRP. It is certainly getting harder and harder for an integrator to maintain fair profit margins these days.
I certainly do my best to provide god pricing to my clients while understanding that the integrator needs to make money as well. I want my customer happy and the selected integrator happy. If those two things existing, then I am happy.