CASE STUDIES
From winging it with pricing to winning with new clients
Royal Clean were an established construction cleaning company specialising in builders and sparkle cleans. They had grown their company and as they grew were naturally encountering bigger main contractors and larger jobs.
The problem was, they didn’t know how to put themselves forward in the best light, and this was affecting their success winning bids.
- They felt like they were really guessing it with pricing which was impacting their confidence, in particular for pricing for larger jobs
- They weren’t coming across as professionally as they felt they should, and a consequence of that was they weren’t winning the larger bids
After working together they had:
- Supercharged levels of confidence around the tender process
- A process to ensure they would never again submit a price based on guesswork
- Restored peace of mind that every component part is accounted for
- Greater confidence to win those bigger jobs
- Tools they need to hit their targets and importantly, hit their retained profit targets each and every year
We loved working with Royal Clean to build:
- A step by step process to price perfectly every time
- Understanding the key areas that need to go into pricing, and worked out together the figures that need to be included and recovered through their pricing
- Designing a bespoke pricing document so they can price with ease and confidence every time
- Proper accounting for their actual overheads so their profit margin was iron clad and they had crystal clear clarity on their margin
From confused as to why no retained profit at the end of the year, to all over it
Kingsley Roofing were an established business primarily working in the domestic sector but wanting to grow and scale which included working on larger commercial projects.
They had identified that they had a huge gaping hole:
- They had started putting in bids for new clients on larger commercial jobs, but hadn’t come across the overall tender process from their shift from domestic to commercial so were lacking confidence
- They found they were guessing with what to submit and what to include in their pricing
- They were winning bids with existing clients, but not with new clients, which led to a rising sense of frustration at not growing at the rate they wanted.
Our focus together was getting crystal clear on what the missing links were and understanding the individual steps that need to happen every time to be successful with new commercial clients. We worked together on:
- Making tendering simple and easy to understand and implementing a repeatable, workable and effective tender process
- Simplifying how to understand the tender pack documents and what to focus on
- Creating a bespoke pricing document to price with ease and confidence each and every time including what needs to be allowed for
- Bespoke templates for each part of the submission so that documents could be submitted quickly, nothing missed and looking more professional
- We identified a critical issue within their pricing which meant that they were not including the profit that they wanted to within their price, which explained why at the end of each year they weren’t left with as much retained profit as they thought they should have
At the end of our time:
- The whole tendering process was made simple
- Submissions were really professional and in fact they almost immediately started getting comments and feedback on how professional their submission had been, which boosted their confidence
- Getting great feedback, won bids and most importantly profitable to their chosen level
From under performer to top of the class
LMA Floor Screeding were at a point of change with their business ready to scale.
Wanting to transition from primarily labour only to labour and materials contracts they were unsure about the process and a general feeling that it could be better, they just really wanted to work with an expert to actually walk them through the process and get their head around the key markers to hit so that they could feel confident that they were submitting something that would give them the best possible chance of being successful.
We worked together on:
- Initially getting a clear idea on what their goal was for the next 12 months
- Understand what would need to be different so they could win those types of contracts
- Then worked with QS to create process that would make the tendering simple, was relevant to them, would take the stress out if it, and could be repeated every tender
- Bespoke pricing template that will work for every price they do in the future and appropriately cover risk and profit
- Understanding of the 5 key areas, including review of a live contract to make sure they properly understand their contractual obligations
- Designing bespoke submission templates that will work for every tender they do in the future, look professional and can be put together quickly
At the end of our time:
- They can price confidently and feel assured that they are accounting for risk appropriately
- The team know what part they play in tendering, and the MD feels more confident in the price build up
- Tendering has been streamlined saving the team and QS time
- Overall they are more professional, clear and confident with their tendering
Want to talk about how to make tendering easy for you?
Book a Free Consultation HereWhat They're Saying.
"Having never personally met Eve or Rickie we were instantly drawn to their friendly and welcoming nature, no question was unanswered or made to feel as though it was something we should already know. The passion they share for what they are teaching really helps us to engage and take away useful information."
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"Eve and Rickieā€™s wealth of experience has helped us develop our tender process to ensure that we provide our clients with compliant bids. The tools provided byĀ The Tender Trainers have changed the way we tender and highlighted an issue within our company which would have drastically impacted the profitability of our contracts."
"I feel much more comfortable when receiving a tender now. Knowing what documents to look out for and what to start with is a big help."
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