What does a winning proposal look like?
I”m on the verge of landing my biggest contract ever for me. It’s an addition that so far tallies up to around $120K. I’ve spoken to all the subs to be involved, got all my ducks in a row and formalized in my head how the scheduling will occur and so forth. Approx 75% of the work will be subbed out and I and a small crew will do the remaining portions of work (DW, electrical, etc).
Now that I got all my ducks in a row, and know my costs and bottom line, I need to sit down and put all this down on paper in the form of a bid/proposal to the HO. When you this kind of money the business-sense person in me says that while price will be the biggest factor, I also need to show my confidence and professionalism by communicating it in how I write the bid/proposal for the HO to consider.
But admittedly I’m stupid here. I come from a software engineering background where I’ve had to write estimates in software-ese style. But I’ve never written a well laid out proposal for a contracting job, I don’t know what a well laid out proposal looks like for this kind of money here. As with most things there are probably many varied ways to write one. But, if anyone has one they’d be willing to email to me to look at and obtain an idea as to format, layout, things worth mentioning, etc, I would love to see it (feel free to black out anything you feel is confidential, I’m only interested in seeing a sample layout). Maybe I’m wrong, it’s just that my thinking tells me that for $120K that a HO is giving me, I want to convey a very professional looking image boasting confidence and style that gives assurance to the HO as they review my bid. Maybe some would say to just write it down, the HO won’t care. Maybe that would be true, but I’d rather err on the side that they may care and that it might be an influential pawn in whether or not I win.
Replies
Looked through my books and I got nothing for you. When/if you get feedback on this I'd love see this also, I'm having the same issue on a much smaller scale - I probably got the job but I'm having difficulty putting the proposal together.
state your price ...
shut your mouth.
lean back into your chair.
(he who speaks first, loses!)
no need for dramatic acting ... U know it's a fair price. And by the time U present that number, you should have made your case time and time again ... so ... knowing all that ...
State Your Price ...
shut your mouth ...
lean back into your chair!
It'll be the longest ... quietest ... moments of your life. But remember ...
"he who speaks first ... LOSES!"
so shut the F up!
Slide your pen over ... and nod to the "sign here" part.
If U did your job ... they'll sign.
Jeff
Buck Construction
Artistry In Carpentry
Pittsburgh Pa
Page 176 of Gerstel's "Running a Successful Construction Company" (excellent book if you don't already have it btw):"Stand by Your Bid:
...Sorry, I concluded, I just can't cut $5,000 unless I cut the quality of material and craftsmanship, and I think neither of us are willing to do that."I've read this same advice in several books btw, it seems to be common advice.
First search the business folder on this topic.
Second, if you don't have a deposit from them why waste your time constucting a written proposal for them.
Present yoour bid verbally in person. Bring notes if you want.
Leave with a check or discontinue your relationship with them or all yoou will end up with is a lot of your time invested for naught.
Search the folders, look for Mike Smiths posts.
Eric
It's Never Too Late To Become
What You Might Have Been
[email protected]
One sheet of paper typed up with the following:
Their name & address, your name and address (or company name), the date you present it, the total bottom line cost, and a very brief description of the scope of work. Something like: 1,000 sf single story addition to existing home, as shown on plans dated xxx. Includes all permitas and fees.
Hopefully you have some type of plans you were bidding off.
Think back to when you were doing the software proposals. You and the other software guys worked out all the gory details for several days, but the guy who accepted and signed the proposal only wanted to see one or two sentences, a summary.
"When asked if you can do something, tell'em "Why certainly I can", then get busy and find a way to do it." T. Roosevelt
Putting myself in the homeowner's shoes, I'd want to know a little bit about your schedule. Yes you can do it for 120K....but are you planning to do it in 2 years or 6 years? I don't need to know all the details of the schedule, just some basic timelines. It doesn't necessarily need to be written down but could be part of your verbal presentation.
Within that timeline, you could discuss areas where you think there may be difficulties. Not the fairly insignificant problems that can and do inevitably arise like how they say they'll select a material/finish by X date but it takes them 6 additional weeks. I'm talking about big questionable areas. What is that wall really made of that we want to attach the structure to? It could affect how we go about the project once we discover its underlying construction.
Do permits need to be pulled before you can start, can that process begin immediately or will it take 4 months for all the government officials to get moving on it?
I'd be more inclined to be comfortable with someone I feel has carefully thought through my project. When you bring this stuff up at the beginning, it shows you have really thought through the project.
Good luck.
I may be alone here but I doubt it.
Do you seriously expect me to put all that time and effort into dicussing particulars with you unless you are willing to pay me for it?
What promise do I have from you that you will not take the good ideas and education I just gave you and hire your brother in-law?
And exactly how much of your time do you give away for free at your chosen occupation??
Don't mean to sound confrontational, but there is a line to be drawn here as a professional.
Eric
It's Never Too Late To Become What You Might Have Been
[email protected]
Last I checked, this topic is asking for suggestions. We all know some are good and some are bad. *shrugs* You are welcome to think mine is bad. That doesn't mean I'm going to change my opinion.
I never said he should spend 10 hours coming up with a list 50 yards long of stuff he should mention. The things I'm talking about are pretty simple given that he's already talked with subs and got things "lined up" in his terminology.
You are right - there is no guarantee the homeowner won't take that discussion to the next guy and benefit from it. But, he seems to indicate a level of confidence about getting the job.
Given equal standings in prices (or prices pretty darn close to each other), I'd be more inclined to select the contractor that I'm more comfortable with. Knowing one guy has put some thought into it and brings some issues up and another guy doesn't say a word about those issues (but maybe he did in fact think of those issues himself and just doesn't say them) would make me more likely to choose the guy who is indicating some forethought.
Last I checked, this topic is asking for suggestions. We all know some are good and some are bad. *shrugs* You are welcome to think mine is bad. That doesn't mean I'm going to change my opinion.
Couldn't agree more.It's Never Too Late To Become What You Might Have Been
[email protected]
Jen
I think your dead on in what you're saying. It goes to "selling yourself" and we all know thats important to getting the job.
If you dont put that effort into it then you may come off as not quite capable of doing the job.
Doug
WillieWonka,
Most of what I've glanced at seems fine.. One critical question before you submit the proposal..
Do you expect to get the job?
Did you do your real homework? That is when you were first told about the chance to bid did you ask who else was going to bid? Do you know how much they usually bid at? Did you ask why you were being slected to bid?
Was it a price thing? If so are you sure you want the job? If others are more expensive than you would be why do you believe you can be cheaper? How much cheaper?
Knowledge is power. If you can't answer those questions you are in a position to lose even if you win..
What if your bid is $10,000 lower than the next bid?
Are you in the habit of losing $10,000 over a few unASKED QUESTIONS? what if you are $2,000 higher than what the budget is, can you adjust your price in a way that does not undermine your position regarding costs?
Selling is a profession.. if you want to succeed in my profession plase learn enough to answer the first question..
Please ask, I'll gladly share any information you seek..