Nov. 23, 2021

Ep#6 Winning the GC Sale

Ep#6 Winning the GC Sale

Best bidding practices that will increase your win rate.  Learn the key thing you need to do BEFORE you submit your bid!


A quick recap we are in the selling in commercial flooring series:

 

  1. What is selling in the flooring business
  2. Preparing for the gc sale
  3. Winning the gc sale
  4. Preparing for the end user sale
  5. Winning the end user sale

 

Today: winning the gc sale

 

Two components

  • Engagement
  • Closing the deal

 

Engagement

 

Defined as meaningful customer interactions

 

You want first call not last look

 

You have the most leverage before you submit your bid! Use it to:

  • Establishing a peer relationship—make the call
  • Ask for a 1 hour pre-bid discussion
  • Tie down the award window
  • Find out who will make the decision who will project manage the job

 

Get a seat at the table

 

Pricing intelligence- ensure you have competitive rates

 

Make it hard for them to say no to you

 

Answering the question before anyone else has picked up the phone

 

Transparency—the key to discussing value rather than the gc worrying what your margin is

 

Hold a review meeting to present and discuss your bid (preferably with the decision maker in attendance)

 

Closing the deal

 

Identifying the decision maker

 

Delivering the decision maker to the sales process

 

Working key influencers—you wont win just talking to the junior engineer or estimator

 

Identify an internal coach

 

Call them in the award window

 

Have your team present your bid again in person

  • Use example case studies of similar work and complexity

 

Get the contract signed quickly (that means you have organized pre-screening paperwork)