Becoming More Competitive
Meeting Minutes from 9/1/09
1. Market leaders need to qualify opportunities as their presented. By the following; A. Who are the competitors? B. Number of competitors.
C. Bid cycle time factored in with other ongoing estimates. D. Do we have a relationship with the decision makers? E. Communicate with the team why we stand a good chance to win. F. Are their strategies we can put in place to give us an advantage.
2. Open up the bid list by inviting more subs than were typically accustomed to. Analyze bid results from similar projects and projects recently bid. Find the right subcontractors to bid the project. Don’t use the same old subcontractors. Research sub in the area (i.e. excavation subcontractors that have a relationship with a nearby dump etc.) 3. Make spy calls to identify all of the subcontractors that are bidding the project. Capture all market place numbers. 4. Create specific project strategies to win the job. Each project has its own unique challenge. As we begin to accurately identify these items we will win more work. 5. Break apart packages, don’t buy all in (i.e. break out temperature controls , ventilation, mechanical piping, testing and balance etc. compare it to your all in numbers) if a street number subcontractor gives you only a portion of the trade scope, this should tell you your competitor is breaking out the package and that there are other corresponding pieces to the whole that you need to find. 6. Better manipulation of the sub market. (i.e. if an item can be done by more than one trade, put it in both scopes and have a break out number you can use to back it out of one etc.) 7. Fishing; A. Have one of our subs call our competitors to find out what price are they looking for in order to have deal. This will tell you what our competitors are targeting. If the number is higher than our sub we know we have a potential advantage. If its lower we know there may be a lower sub that we missed. We need to find that sub. B. By the same token, don’t let street numbers or subs that were not targeting/working with Fish you. 8. Implement a bid strategy of; A. Discount individual trade items on a line by line basis looking at groupings and deciding what you could buy it for. B. Hard buy big ticket trades and use that percentage as a barometer to discount the remaining trades. C. Combine A & B above. 9. Work the sub market hard.
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