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New Business
Simple, but loaded question. How do you get new business? Of better yet, how do you win bids? If you say, “lowest bidder” then your business is set up for failure. If you win on price you’re getting...
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PRICE SELLS CARS!
I heard this blaring from the radio on my way home the other day, “We know PRICE SELLS CARS!” This reminded me of a few things. 1) I hate commercials that scream at you. I turn down the volume or...
View ArticleValidation
We are consistently working with clients to move out of the lowest-bidder mentality. I know the A/E/C (Architect/Engineering/Construction) industry is riddled with lowest bid RFPs, but it can be done....
View ArticleRepost: The Rule of Pick 2
We discuss this all the time with prospects, clients, even friends. When you’re buying something, you have a choice of two of the following three options – Quality, Speed, or Price. You can never get...
View ArticlePrice Matters, But…
In the construction industry, price obviously matters, but it can not be the only thing that matters. We’ve told our clients, preaching sometimes, to move past price and work on experience. This is...
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Potraying Value Over Price
I’ve always summed up “What is marketing?” as simply “education”. Marketing is educating a prospect, customer, potential employee, team member, and the community about something such as your services,...
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Determining Your Value
Image from mergersandinquisitions.com Last week I attended a conference for marketing & creative firm principals with our creative director, Adrienne. One of the sessions described value pricing...
View ArticleYou Didn’t Lose Your Last Bid Because of Price – Part 4: The Proof
If you’ve been reading our series “You Didn’t Lose Your Last Bid Because of Price” maybe you’re thinking that what we’ve discussed about proposals, presentations, and debriefs is nice, but only in a...
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