We’ve decided to analyze a veteran in the industry – Andrew Thompson and we will be discussing his best methods for writing bids ~
There will be times when there will be a new manager for a commercial property. They may have just recently rented, or even bought out the property, and it will be up to them to take care of how the property looks. Often, however, the previous manager may have left the property below perfect conditions, and they’ll need a professional power washing company to come by and spruce up the location. Big ups to Andrew Thompson for letting us take a sneak peek at his own bidding process. You can learn more about him at: http://www.vtmobilepressurewash.com/
This is the ultimate chance the strut your stuff and bid on a large contracting job. What’s cool about this is the simplicity in calculating the bid, and maximizing your profits all the while delivering the best service in the tri-state area. For example, Andrew Thompson is using this exact same strategy to dominate in areas like, Humble, Pearland, Sugar Land, River Oaks, and other cities around the Houston area.
Best part about it? He only has one site promoting all of his work. You may have noticed people creating 10-20 sites to reach out to multiple cities, but Andrew has done a beautiful job of just laying out his site for multiple cities. That way, when he places his bid people can look up the services he offers in his cities. Take a look at two of our best examples:
The first step to take is to take a look at the property, duh! You must visit the area, scope it out, and verify for yourself how much work needs to be done. You also need to talk with the owner of that new property about debris removal, stain removals, or any other work they need to get done.
Next, you want to go ahead and measure the area. Yes, it’s time to get your handy dandy measuring rod and being the initial calculations. You’ll also need to know what kind of dirt you’re going to be removing, and as I mentioned up above, you’ll need to know what kind of grease stains or industrial paints are on the floor. As always, special solvents are required for the removal of stains, and you’ll also need protective equipment to prevent the wastewater for running down the drain.
After this what you’ll need to do is verify if the equipment that you have is suffice for the cleaning. If not, it’s time to contact a few rental companies and give them the Details of the property. This will let them know what power washing machines are more effective for the job. On top of this if you’re also removing grease and paint stains you’ll need to contact solvent companies and verify the pricing on them.
Once you have the equipment and solvents in mind, you’ll also need a quote on them if they’re not readily available. In some cases, you can pay for the rental and the solvents after the job is complete, but this is not always the case. Check with your suppliers and manufacturers first and always keep the price written for reference purposes.
Will you have staff at hand working with you? You better if it’s a large commercial property, and with that comes the working knowledge of how much you’re going to pay them. You’ll have to write down the cost for that and their pay for the job, which will affect your overall cash flow. Make sure that you know that you will have guaranteed staff with you as the bid is a binding contract.
What you then do is add up the total cost of the operation. Everything we’ve just discussed is the base model for you to work with. Be sure to add up any additional supplies that you work with also. Additional supplies can be brooms, brushes, water and lunch for your crew, etc.
After you do this, you can add a gracious 20% markup to pay YOURSELF. Or, if you fancy you can include your pay in the section that you will pay your employees and include a nice little markup as well – it’s up to you.
Finally, this may be an obvious one, but you submit your bid to the client. You’ll include in your bid the equipment being used, the chemicals, the Scope of the operation, the employees being used, the markup, and how they will be able to pay you.
Gosh, I love the animated Spider-Man series, the movies, heck I even love the toys, but that has NOTHING to do with today’s topic: how to write a bid for a contract.
And it doesn’t matter whether it’s a federal, public institution or a large company providing the bid the processes are all the same. If you take note in our previous “federal bidding” article, we’ve discussed some key Specifics in turning in that bid. Today we’ll cover other details that are important for all types of contracts.
Brace yourself, as soon as you notice the “call for bids”, “request for bids”, or “announcement for bids” you’ll place yourself on the right track to win.
Our tips will give you the stepping stones to get you moving forward.
The video below, and our brief outline will further aid you in this process – take the time to listen and read for the next two hours and be 10 steps ahead of everyone else.
I’ve previously mentioned that you’ll want to be clear and concise when placing a bid. Being brief and straight to the point is still a good policy to follow. Now, what I will add on to that is that you’ll also want to emphasize your skills and abilities to match, or exceed their requirements. Yes, you’ll want to repeat that you know your stuff, and if you keep on reading I’ll add on how to command a higher price all while doing so.
The reason you want to highlight your strengths though and give the highest impression imaginable is to separate yourself from the competition entirely, and you need to be the only one that has the sole focus and attention. Again, adding the value by giving them a higher standard of living is the best way to do this.
So, after you get your bids to become value packed, life-enhancing and focused on you, you’ll also need to obliterate their problems completely. Yes, the focus now begins on how you will solve their problems, deliver on what you’ll say, and do it with a bang. What do I mean by “bang”? Well, with concise and precise detail you’ll want to address what parts of your operation will solve key specifics of the requester’s challenges.
If for example, the requester needs email marketing along with a list building plan you’ll need to address how you’ve built email lists before. It’s helpful to include the types of funnels you’ve created, and how over a 30-day period you’ve proven to convert leads into clients by more than 30%. Give details in short bursts and you’ll be fine. I recommend hiring a professional if this is your first time getting into this field.
Next up, show them the money! The money shot is crucial, but backing up the money shot is the value you provide the business. Listen, my friend, if you sell by price alone you become a commodity, and what do we do with commodities? We set them aside! So, don’t think about anything else than just adding pure value, and how you can outrank everyone else in the marketplace.
Key ways to do this are: creating new opportunities, raising their quality of life, making tasks short and simplified, ease of use, and push button style work. If you can figure how to do these key components and deliver on them, you’re well on your way to separating the wheat from the chaff, and creating a killer client base.
Incidentally, you’ll also be able to raise your prices. :-)
Lastly, you’ll also want to include legal information. Are there parts you want to keep from the public? Be sure to include this in your bid. However, the most resourceful way to keep your bid perfectly legal is to HIRE a competent attorney that is highly knowledgeable.
With this, you’ll have a bid worth looking at, and who knows, you may even land one before you know it.
The good news is this: it takes the same amount of time, energy, and ability to catch a federal bid versus a small contractor bid. The best part is that a federal bid will typically pay you more.
But, if you want to swim with the Sharks and eat with large whales you’ll have to know how to submit your bid properly, courteously, and with precise accuracy. You’ll have to keep your proposal neat, clean, highly organized, and grammatically correct. You’ll also have to have specific skills to meet, or at least know someone else that has those skills. Let’s get started, shall we?
This one is important. Make sure you read the bid thoroughly. The bid should be able to supply you with everything that you need, but in the case that it doesn’t contact the creator to request the specific information. If you don’t understand the bid be sure to call the reviewer for clarification. Every little nook and cranny must be thoroughly understood unless you like the risk of losing the bid all entirely.
Here’s a good example of what we’re talking about (watch full video before continuing):
Can you match what the bid requests?
Can you exceed what they request in any way?
Are you prepared for any disastrous, or misfortune that can arise?
What extra ‘value’ can you put on the table?
All these things matter when crafting your proposal.
I remember a time in my earlier years when I would place bids for federal accounts. I had previously built up bad habits that led me down this rabbit hole pattern in which I would submit most of my important work extremely late at school. It followed me all throughout the university level, and, unfortunately, it caused me many heated debates.
Let’s just say this habit was not useful for me in my adult career, and would often forget a thing or two because of my late submission habits.
In order to break it I had to change what I was doing, so I could get a different result. So, what I did was I would prepare, prepare, and store. I prepared my items with meticulous detail, make sure I had everything I needed and stored it in a safe and secure place. The thing that saved me was the fact that I would have all my material ready one week prior to presenting the bid.
That’s the game changer, and I suggest you apply it immediately if you’re already not doing it.
Next up, what you also want to do when writing out your bid is to be clear and concise. Be brief, straight to the point, and like I always like to say, “Straight killer, no filter.”
That’s what your proposal needs to look like for maximum impact. Remember, you’re writing to someone that has to look through several other bids, and you need to get your point across pronto! Be sure you get someone to write in an active voice and have two, three, or even four people proofread it at least twice – it’s worth the effort.
Make sure your charts (if you have any) are clear, easy to read and do not detract from the bid. If they are overly graphic, they may detract from the overall value of what you want to accomplish. Make sure that your credentials are in order and verifiable in order to fulfill the requirements of the bid.
Lastly, submit ALL of your materials on time. Be sure to check with the contracting recipient to verify that they’ve received everything, and you will be on your way to success shortly, hopefully. :-)