F E AT U R E How to Get Yourself Out of the Low-Price Game by Zach Richmond, Kent Companies Bidding to win is no simple ball game. The competitive field is stronger than ever, so how will you stand out among the crowd? Top subcontractors differentiate by demonstrating value up front. You can make an impact on your customers by rethinking how you bid. Start by creating a value proposition that highlights your unique capabilities. Instead of always coming down to negotiating on price, you elevate the game by focusing on how to best achieve the project’s end goal. Stay competitive and strategize with these tips to step up to the plate. • Detail your scope. Forming a scope of work from construction drawings and specifications may seem like a routine task to many specialty subcontractors. We all do plenty of takeoffs, estimates and know our numbers. Yet, bidding to win is so much more than putting a price on a project. It’s more advantageous to position your bid within your company’s niche and tell the story of how you can uniquely perform the job. You may swing and miss if you bat solely with a low price. • Showcase your experience. Business is changing, and so are expectations. Involve your marketing department to highlight project profiles similar to what you’re bidding on included in the bid documents. There is no quick fix to create a winning construction bid. The right keystone habit sets you apart and makes you the most consistent player in the room. There’s a multitude of ways to differentiate your bid than merely bidding low. Think about the entire package and showcasing your experience. • Deliver on expectations. Today’s decision makers expect the best fit for every project. Be the expert they rely on. A recent study by
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