Classify proposal elements into Kano-style expectation categories to sell value clearly.
Sort each fence proposal element into the Kano category it most likely represents. Must-have requirement Performance driver Delighter or differentiator Self-closing, self-latching pool-code gate hardware Utility locate completed before digging Straight line, plumb posts, and debris cleanup Heavier-gauge steel posts for a windy exposure Better stain-ready cedar pickets for a visible backyard Two-year workmanship warranty with documented gate closeout Decorative post caps matching patio fixtures Before-after photo packet for an out-of-state owner
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