4 Top Factors to Consider When Bidding a New Account

There’s absolutely no one single rule of thumb to follow when submitting a quote to your prospective customer. Needs vary way too widely. The environments you’ll have responsibility for cleaning and sanitizing have their own intricacies.

So, no matter how hard you try, you won’t find a single rule that fits for bidding every new contract. But, that also doesn’t mean you have to guesstimate.

Instead, consider these top factors so you submit an accurate quote that also makes sense to your customer:

  • Meet with Your Potential Client On-Site

The real value when meeting with your potential customer isn’t that you’ll understand their needs. While important, this really gives you the opportunity to show them you care. Customers want that the most because they’ve all been through situations with companies who don’t care.

It’s also your opportunity to demonstrate your knowledge and competence. That builds customers’ trust. And you also get to learn the ins and outs of their building so you know exactly what you’re getting into. You’ll also get a basic understanding of who your customer is, and how to have a successful relationship with them.

Many of your competitors won’t take the time to do this. It gives you a huge advantage.

  • Use the Workloading Method of Calculation

You’ll often see the advice to charge so many cents per square foot, based on what you learn about your customer. But that approach is overly simplistic and doesn’t accurately account for the various types of surfaces you have to clean, the precise tasks you use to clean each area, or the production rate per employee.

Yes, technically you do include all that in a per-square-foot bid. However, you’re estimating.

With workloading, you know each of those factors exactly. While you may not be perfectly accurate in your quote, you’ll be much more accurate than simply offering a per-square foot cost.

  • The Difficulty of the Customer

Let’s be real: some customers are easy to please, while you can’t seem to do anything right for others. You’ll notice the things easier and more difficult customers will say when you visit their property for the quote.

Adjust your price upward for more challenging customers, and keep it down slightly for easier ones. Higher prices attract better customers, and chase away ones destined to cause you trouble.

  • How Much You Need the Business

You have to include this too. While you’d love to price high and justify to your customers, sometimes your business needs the additional work.

In sum, view all these factors as working on a dial. For each factor that looks good, turn your mental pricing dial down, or don’t change it. For each factor that sends a red flag, turn your pricing dial up. When all is said and done, you’ll end up with a workable rate that makes sense for you and your customers.

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