As a contractor, you’re intimately involved with the bidding process. But if you’re looking to expand your business, you might be on the lookout for tips and tricks that will help you stand out from the competition.
Luckily, there are a number of ways you can set yourself apart in the construction bidding process, and give yourself a leg up on the competition. Read on to learn how to improve your bids.
Market Your Business So that Leads Come to You
One of the key ways to win a bid over your competitors is simply to get in first. The best way to ensure you’re in early? Make solid connections so that clients come to you. By marketing your contracting business, clients will reach out to you as a project is getting underway with invitations to bid, so that you can get your bid in right away.
Spend time networking in person and online. There are a variety of platforms available to help you find projects and get your name out there, from local associations to word of mouth, to digital marketing. You can even pay for access to a leads database to help you find potential projects.
Don’t Waste Your Time Bidding on the Wrong Projects
As you expand your network, it may feel tempting to bid on anything and everything that comes your way. But experienced contractors know that you need to choose your bids wisely and focus on quality of bids rather than quantity — this is what leads to a stronger bid-hit ratio.
If you haven’t already, take stock of your past successful bids to see what they have in common. Do you do best with public or private work? What types of buildings and contract sizes do you excel at? Once you identify your strengths, you’ll be able to focus on the types of bids you have a higher chance of winning.
Showcase Your Expertise
As you’re creating your bid, you’ll want to utilize every opportunity to highlight areas that you and your team excel in. Essentially, what does set you apart from everyone else?
Feature any awards you’ve won and certifications you’ve gained, and be sure to highlight the individual abilities of your team. Emphasize specific skills as they relate to the project. You should even note aspects of your business such as your reputation, safety record, great customer service, or anything else that would be of value to a prospective customer.
Avoid Wordiness But Be Meticulous
As you’re writing your bid, consider what the client will have in mind as they’re reading it. Usually, they’ll be most focused on cost, as well as adherence to the project brief. Ensure that you’ve double-checked every aspect of your pricing and projected deadlines, and that all aspects of your bid relate back to the clients' needs.
At the end of the day, anyone can write a lengthy, self-praising bid full of promises — but the right research and documentation will always win out. Keep your bid concise, but ensure every detail is fact-checked and proofread. It can help to make a checklist of everything you need to include in your bid, and cross-check your bid against this checklist before submitting it to the client.