It’s a competitive market, with everyone and their neighbour competing for tender bids. There’s a lot to contend with, but have you ever seen signs of one contractor in many different locations?
They must be shit hot to be winning all those tenders, right? Or maybe they’re just the cheapest on every bid. But that’s a sure sign they’re headed for bust any minute.
It might be tempting to go in at the low end of the scale, but that’s not sustainable.
Here are 10 ways you can win tender bids without being the cheapest everytime.
Submit on time.
Simple. Pay attention to the submission deadline and get it in on time. Delays at the start on something as small as this put a bad taste in the client’s mouth before they’ve even looked at what you’re saying. Don’t give them the opportunity to mark you down at the first hurdle.
Speak to the architect.
Get to know the architect during the tender process. Engage with them and build a relationship. You could be working closely together on this project, so why wait until the deadline to start a conversation?
Show your enthusiasm.
During the tender process, make sure the client knows you’re interested. You don’t want them to think you’ve just put in a tender for the craic and couldn’t care less. Ask questions, request information and show your interest in the project.
Respect the process.
Pay attention to what the client is looking for in your tender bid. Don’t take their requests as loose guidelines you can skip over only including what you think is relevant. Respect what they want, whether it’s a program of works, your safety statement or other documents.
Keep it professional.
Make sure your tender looks professional. The minor details of formatting and design may seem like a waste of time, but they do make a difference. A well-presented tender represents the quality and attention to detail of the work you produce.
Cement your commitment.
There should be no room for guessing here. The client needs to know you’re committed to the project before it ever begins. Detail your commitment to starting the project and your completion date so they know you’re being realistic and serious.
Reveal your resources.
Share details about your company’s resources. Outline your employee numbers, the plumbing and electrical companies you use, and anything relevant to the work you can do on site. The client wants to know who’s going to be working on their dream project so they can ensure trust between everyone involved.
Detail Value Engineering Options
Have you spotted a way the client can reduce costs? For example, flat roof finishes: the difference between a lead roof vs an anthracite grey aluminium roof. Make sure to let them know at tender stage. It proves you’re not just in it for the biggest paycheck, but you actually care about the client and getting the best value for everyone involved.
Do the follow-up.
Don’t just submit a tender and forget about it. It’s not entirely out of your hands just yet. Send a follow-up email or pick up the phone to have a conversation. Ask the architect or PQS for a tender analysis. Is there anything you can focus on for your next tender? Maybe your builders’ work was spot on price-wise, but your plumbing quote was too high. So, you might need to consider an alternative supplier for next time.
Keep in touch.
If you don’t win that one tender, it’s not the end of the world. Don’t burn any bridges or cut all communication. Ask the architect if there’s any future work in the pipeline. If you’ve followed all the steps so far, you’ll have left a good impression for potential collaboration down the line.
Conclusion.
There’s nothing to be gained from submitting the cheapest bid every time. It’s a one-way road to business failure, and no one will thank you for it.
Know your worth, do your research, build relationships and put your best foot forward every time.
Whenever you’re ready, Carroll Estimating can help you manage all your QS work from tender bid to final account. 10 Ways to Win Tenders Without Being the Cheapest.