As contractors it may seem that we must bid a lot of projects to get a small amount of work. Some contractors experience about 30% success rate of what they bid. I feel that many times contractors do not bid smart; they bid to be bidding projects and many times do not look close enough to investigate the projects they are going after. In doing, so they spend a lot of time bidding “dead end” jobs that may not be profitable or ones that they should not tackle to begin with. Because everyone’s time is precious, you need to develop a company philosophy that determines your bidding efforts. In the process, there are many things to consider when bidding work.
Worksheet by Paul Hoyt
Many construction businesses struggle to survive because they are not focusing enough time and attention on developing great sales skills. Most business owners are great at doing their jobs and performing on a contract, but they are weak in sales. The reason they got into business in the first place is because they were excellent at their jobs, but they fail to realize that excellence in delivery is only half of the game – they also have to be excellent in sales!