Put the sizing on the estimate
A replacement sized from a Manual J load calculation instead of "same as the old one" or a square-foot rule of thumb is a real difference, and the estimate is where the client learns about it. One line saying the tonnage came from a load calculation answers the question a competitor's lower bid will raise.
Offer options, and price each one in full
Good, better, best works in HVAC because the choices are real: efficiency, variable speed, a better filter cabinet. Give each option a complete price, not a difference. Put the recommended one in the lines and the others in the notes.
Keep rebates out of your price
Utility rebates and incentives change often and are paid on their schedule, not yours. List them as information and don't deduct them from your price. If one falls through, your price still holds.
Questions HVAC techs ask
How long should an HVAC estimate be valid?
Thirty days is typical. Equipment prices and availability change with manufacturer price increases and refrigerant transitions, so avoid longer windows on replacements.
Should an HVAC estimate include a load calculation?
For a replacement or new system, yes. It justifies the size you are proposing and protects you if the client compares bids on tonnage alone.
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