A general contractor wants a certificate before the next job. A landlord wants proof before handing over keys. The deadline is real, so most owners take the first quote that clears it.
You do not have to. Start with the written requirement and a plain description of what you actually do. Not a business label, but the services, the locations, the people and the equipment. That description is what each company prices against, and the spread between them is often wider than owners expect. The same goes for a storefront in Havana or another town nearby.
