Ever feel like you’re in a never-ending hamster wheel of tenders? You bid and bid, but it seems like the only way to win is to be the cheapest. Well, we’ve got news for you – there’s a way out of that race to the bottom.
How to Put Your Best Foot Forward
First things first, let’s get real about how many contractors are chasing this project. Ask your client the question straight up. If there are four or five others in the running, it’s time for a mindset shift. Be upfront with your client – tell them you won’t be the lowest price.
But let them know if they still want you to bid, you will. And getting that nod means they’re interested! Now’s the time to show them the value you bring to the table.
Wait, Who Are You Again?
Before you even think about numbers, you need to have a rock-solid idea of who you are as a construction company. What’s your speciality? What makes you different from the other guys? This needs to be crystal clear.
Show, Don’t Tell
Forget about a boring old cover letter. Think of your tender submission as your business portfolio. Flaunt those successful past projects – photos, testimonials, the whole nine yards. This is your chance to show them you’ve got the goods.
What Makes You Special?
Don’t be shy about highlighting the unique skills and services you offer. Maybe you have a killer in-house design team, or you’re the king of sustainable construction. Whatever your edge is, make sure it shines through in your bid.
Make it Pop!
Ditch those stuffy, overly formal tender templates. Inject some personality into your bid! Don’t be afraid to use a conversational tone, and a design that reflects your brand can really make your submission stand out.
Are You Just Going to Send a Letter?
Think beyond a basic headed letter – make an effort to add impact. Can you include a short video intro from your team? Perhaps a small sample of your quality materials if they’re relevant? These little touches show you go the extra mile.
Let’s Talk Numbers
Yeah, yeah, you’ve got to get the quantities and rates right. But don’t let your QS (quantity surveyor) work in a bubble. Give them the green light to reach out to the design team. Get them in the room with the client and designers so they can really understand the project’s nitty-gritty. Those little details could be what makes or breaks your bid.
Your QS Is Your Ambassador
Remember, your QS isn’t just a number-cruncher. They’re representing your company when they’re negotiating with the client. Choose wisely, and make sure they’re a good fit for your company’s personality – they could be the reason you seal the deal!
Stop Spinning Your Wheels
It’s time to break the cycle of bidding for the sake of bidding. Define your value, show off what you can do, and make your bids count. You have a unique business and a great service to offer– it’s time to start getting the recognition (and the wins!) you deserve.
Whenever you’re ready, Carroll Estimating can help you manage all your QS work from tender bid to final account.