Table of Contents
When potential clients fully understand your value—your niche expertise, commitment to quality, resource availability, technology expertise, industry reputation and other differentiating factors—pricing, while still important, can be offset by intangibles that swing the decision in your favor. The key is to differentiate your brand—and your proposal-- in a way that helps your company stand out from the competition.
Rather than isolate your teams with unproductive information barriers, use one technology platform as a centralized hub for all of your precon activity. By eliminating information siloes early on (and supporting the kind of internal collaboration that leads to higher quality), you can expect your bids to be more thorough, more accurate and more competitive—and the odds of winning increase exponentially.
More and more, knowing how and when to use technology offers a distinct advantage for precon—a proven way to ensure bid quality, meet deadlines and control costs. When your company can demonstrate a working knowledge of the best technology available, project owners and evaluation teams will know that you will bring more to the table than less tech-savvy competitors, even if they come in at a lower price.
When it comes to precon, the benefits of mobilized teams are clear: using smartphones, tablets and other mobile devices, vital information can be communicated and shared quickly and easily, even when project stakeholders are scattered across projects and office locations. Without the need for constant face-to-face interaction, time-sensitive proposals can be created, reviewed, revised and approved in full and on time.
Remember that if you take the time to build positive long-term relationships with project owners and evaluation teams, it’s more likely that there will be more opportunities in the future to bid and win. The first step is to reach out and begin a dialogue; the more you know about prospective clients—how they work, who they work with, where they do business and other relevant details-- the better equipped you’ll be to succeed.
If you’re like most contractors, you have a substantial bid history—some lost, some won—that you can use to understand why some proposals were winners and others weren’t. A reporting feature in your precon software can track past bids by customer, project type, location, competitors and other designations, and help you develop useful benchmarks. By evaluating your track record against the entire landscape, you can make a calculated decision to bid only when you have reasonable likelihood of success.
No contractor, regardless of size, has unlimited precon resources. When you chase projects that aren’t ideal for your company, you may miss out on jobs that have much higher potential for success. Every bid you prepare will take time, money and effort, so it’s important to use those resources productively by focusing on projects that are appealing, realistic, and relevant. If it’s not a fit, consider actively looking for one that is.
If your company isn’t using a cloud-based solution for project estimating and pre-construction management, you may be missing out on the potential to bid for and win profitable jobs.