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Tag Archives: price

Price 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 hard in construction, but you can still sell the value of good customer service and being the expert in what you do. [...]

Repost: 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 all three of these options. How do you want to position your firm? What two do you pick when buying [...]

Validation

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. I recently read an article on BNET.com that discussed two of the main factors we discuss about getting out of low bid.
#1 Position – If [...]

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 change the station. Either way, I tune the loud commercial out thus making that advertisement useless [...]

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 beat on all other means and eventually (probably soon), you’ll get beat on price. If you can not [...]

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