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Management And Training

What if you lose the bid?

August 21, 2012
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CHICAGO — Although there are no scientific studies that indicate how many cleaning bids a building service contractor (BSC) must submit before one is accepted, many salespeople say their "batting average" is about one in five, according to a press release.

One way to improve those odds is to simply take the time to find out why a proposal was not accepted, the release stated.

"Not only does this help the cleaning contractor, it helps the clients looking for a janitorial service," said Michel Theriault, author of Win More Business — Write Better Proposals.

"By giving feedback to BSCs, clients are more likely to receive better written proposals in the future," Theriault added.

Jolynn Kennedy, marketing manager for Tornado Industries, explained that written into some formal request for proposals is a provision requiring the client to notify the contractor why their bid was not accepted

According to the release, reasons why a bid was not accepted could include:

•    The proposal did not provide enough background information on the BSCs company
•    The references listed were not comparable to the client's facility
•    Grammar or spelling errors were present, which can pop out when evaluating a proposal
•    The bid amount was too high, or just as bad, too low; both can kill a proposal.

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