Is There a Perfect Way to Bid?
West Chicago, IL - “Is there one best way to bid for new accounts,” is one question asked over and over again among building service contractors (BSCs).
The answer is simple: no.
There are too many variables that can impact the bid. Because of this, successful bidding is more of an art than a science.
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. Some customers want “Tiffany” service and are willing to pay for it; others are satisfied with more basic cleaning. Knowing which your prospect wants can significantly impact the amount you should bid.
• Charge by cleaning time and by square footage. Many BSCs believe bidding based on how long it takes to clean a facility is the best formula; others believe bids based on square footage are best. For a larger facility, it is best to combine the two and then compare. If the bid is correct, the two estimates should be similar.
• How many people work in the facility? Referred to as “density,” the more people working in a facility, the greater the density. And the greater the density, the more time it will take to clean the facility.
• Frequency factors. Many facilities have reduced the frequency of service in order to lower cleaning costs. While this can reduce the monthly service charge, it means the facility will likely take more time to clean each visit. Make sure this is factored into your bid.
“Many BSCs ask if it is OK to ask what the prospect is paying now for janitorial services,” says 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.”
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Available For Interviews And Industry Commentary:
Tornado Industries President Michael Schaffer is available for interviews and industry commentary by calling (630) 818-1300
About Tornado a Tacony Company
Tornado Industries has been engineering quality cleaning equipment for more than 80 years. The company has a long history of developing innovative products and applying the latest technology to increase productivity, reduce costs, and improve safety. Tornado prides itself on always being on the cutting edge of cleaning solutions.