Contract Bidding: A Breakthrough Strategy for Your Business
On what basis does your company turn in their contract bidding $ amount? Do you bid based on cost plus overhead and profit, or value in the market?
Took me about 10 years to figure out I could make a lot more money once I knew what the customer considered was the value of what he wanted. Value has very little to do with price.
Anyone can sell on price, but that is difficult because then you are in direct competition with most of the other contractors . . . Put two fighters in a ring and they’ll both come out bloody and beaten up.
People buy based on their perception of value. It takes someone trained in estimating and psychology to sell based on value. Brief videos of the results of this type of training are posted here: