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Management And Training

The quest for the perfect bid

July 11, 2012
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CHICAGO — "Is there one best way to bid for new accounts," is one question asked over and over again among building service contractors (BSCs), according to a press release.

The answer is simple: No, as there are too many variables that can impact the bid and, because of this, successful bidding is more of an art than a science, the release stated.

According to the release, this month’s Business of the Business advisory from Tornado Industries helps make the process of bidding a bit more successful with the following pointers:

• Understand the quality of service the customer wants
• Charge by cleaning time and by square footage
• Know how many people work in the facility
• Frequency factors.

"Many BSCs ask if it is alright to ask what the prospect is paying now for janitorial services," said Michael Schaffer, president of Tornado Industries.

"While it is a fair question, many prospects are uncomfortable answering. Unless they volunteer the answer, it may be best not to ask it," Schaffer added.

Click here to read the complete release.

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