getting jobs

clammy

happy new year to all i was just wondering if it's only me or do alot of your self find your self fiqurung and bidding jobs that you don't even get a return call or your told that your price is to high .I 'm finding it harder and harder to sell quality jobs it seems everybody wants picture perfect but only want to pay less then peanuts and i cannot bid against larger companies because besides from there buying power and larger workforce in alot of cases ther quality is below standard and they accept this as great work i'm kinda at a loss ?I'm now going to look at a building that 2 years ago i bidded on a complete a/c heating re do terrible system from the start done by gentleman with no clue, a perfect picture on how not to do a commerical heating a/c system .I was called on again to bid afetr 2 years i threw the bid out and materal list to boot.What is your thoughts about charging for this bid since this is the second or 3 rd time around i have also re done 3 existing systems that the above gentlemen installed also .The re vamped systems have gotten the thumbs up from the companies german based owner and the tenants it's a matter of really bad system design and no returns oversized units and wrong branch supplies sizes and wild temp swings and high velocity grill screaming .We have done everything we can short of the real job .Thanks for any insight or is it all just me .Peace clammy

Empire_2

People only see what they want to see!!!

Besids your name and your work you cannot possibly tell when and if a customer, (be it res/ or comm )will choose you period. Hopfully the name alone gets you the job, but in this day and time "(Only the rich can afford poor HVAC). I never subbmit drawings or spec sheets unless absolutly necessary. One thing I hate the most is when I design a job, and the customer provides my detailed spec work and sends it,.Basically out to bid on what I have spent 2 to 3 hours doing. Ain't gonna happen.
As a side note, I usually tell all my customers that "My price is final,... nothing goes up, nothing goes down. I don't mean to sound cockey, but I have had people try to shave and cut corners usually 6 out of every 10 jobs. I have lost jobs before and all I can say is, "Call me if you need help". Kinds sucks because I lost the job, but in your case these people you have re-bid for should be so happy to get you....:)

soot_seeker_2

Steam Work

Almost all our steam work now is repiping jobs just completed by the low bidder. With the exception of a few high-end customers, the vast majority shop steam by price and think we are all equal in quality. When the job doesn't work and the installer stops returning their calls, they remember us and call.

Lots of competition from immigrant handymen who work very cheap. A flock of them have earned licenses based on their India and Russia college educations.

We keep our presentations and quotations first rate when we believe quality will win us the job and our judgement has been good. We have gotten to recognize when a customer is wasting our time.

Ed

Mitch_4

up it!!

I do mostly FA, but the principle remains

tell em that the first bid was to do it right, the price is up because you have to investigate it, figure out what is wrong, how to correct it etc..etc... and raise your original at last 25%.

If they refuse, costs you nothing, if you get it you make more.

I use this for lost jobs, and get about 30-40%, but I also do a pre-inspect to make sure I can fix it, then I guarantee the work with specific improvements that will be seen, and what canno tbe fixed with the existing without complete replacement of component "X" (usually improper duct size.

I will never return for less than my original bid, because "most of the tuff is done"..I tell them it cost more to fix a screw up, than to install it right the first time.

Good luck

clammy

thanks

Thanks for the replys i'm still trying and that's all i can do the one thing is my typing skill have ascended to beyound 1 finger but my grammar still sucks.I guess that's all any of us can do just pluck along and hope for the best after reading the pre paymnet deliema that someone else on the board is going thruogh i don't feel so bad at laest i'm not the only one getting my chain yanked on a regular basics Again thanks for all of your insights peace and good luck clammy

Paul Pollets

Making it stick....

You'll increase your sales and close more jobs if: 1) you charge a fee for the bid...usually it takes a min of 2-4 hrs to prepare a proposal plus a site visit. This takes time...are you being compensated for the time? Or the expenses related to the estimate? Charging a fee makes you a professional. Professionals charge fees for service, consult or bid prep. My policy is to rebate the fee if I get the work. If not, at least the fee was a 'loss leader'. 2) your presentation to the client IS professional...you're able to show the client your work by showing a "brag book" of job pictures and testimonials. 3)charging an upfront fee tells your potential customer that you are a professional and your time is valuable. I've noticed over the years that the closing rate for estimates is 70% higher when a fee is charged. Now the customer has a vested interest in using your services and will return phone calls...they already spent some money with you. This process will greatly reduce the "TK" (tire kicker)or the "I just want a price" mentality.

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