Graham Lancaster & d’Arcy Lancaster Bidding to Win Workshop.

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Presentation transcript:

Graham Lancaster & d’Arcy Lancaster Bidding to Win Workshop

Graham Lancaster & d’Arcy Lancaster BiddingWorkshop.com

Graham Lancaster & d’Arcy Lancaster The Plan Goals ResourcesMethods Reasonable

Graham Lancaster & d’Arcy Lancaster “Insanity: doing the same thing over and over again and expecting a different result.” Albert Einstein

Graham Lancaster & d’Arcy Lancaster “A smart man will learn from his mistakes, but a wise man will learn from the mistakes of others.” Roy Williams

Graham Lancaster & d’Arcy Lancaster “A master has failed more times than the beginner has even tried.” Stephen McCranie

Graham Lancaster & d’Arcy Lancaster Plan Operate Results Observe Pivot Prepare

Graham Lancaster & d’Arcy Lancaster Exercise 1 Tell us about your business plan

Graham Lancaster & d’Arcy Lancaster Client Needs to accomplish a goal, and the project is needed to accomplish the goal. Project The project needs to be completed in order to deliver the benefits intended by the client. Winning Bidder The winning bidder to manage all aspects of project to competion as described in the tender. Compete some work from internal resources, and solicit sub-contractors to supply the balance of work. Sub- Contractor To manage and deliver as needed by the winning bidder and the tender documents. Suppliers To provide services or materials as needed by winning bidder or subcontractors.

Graham Lancaster & d’Arcy Lancaster 1.Price 2.Quality 3.Timing (speed or accommodation) 4.Payment proposal 5.Size of your company 6.Length of time in business 7.Certifications 8.Insurance 9.Financial wellbeing 10.Your assets (equipment) 11.References (portfolio) 12.Previous relationship with customer 13.Professionalism

Graham Lancaster & d’Arcy Lancaster 1.Fears 2.Wants 3.Needs 4.Problems 5.Pain 6.Preferences 7.Timing 8.Hot buttons 9.Possible objections

Graham Lancaster & d’Arcy Lancaster Exercise 2a Pre-qualification Example 1

Graham Lancaster & d’Arcy Lancaster Exercise 2b Pre-qualification Example 2

Graham Lancaster & d’Arcy Lancaster Exercise 3a Open Bid Example 1 Q1. Is a Bid Bond required & how much? Q2. What bonds must be submitted by the successful tenderer? Q3. Do we need to submit a safety certificate from the province? Q4. How much insurance must we have?

Graham Lancaster & d’Arcy Lancaster Exercise 3b Open Bid Example 2 Page 70

Graham Lancaster & d’Arcy Lancaster

Exercise 4 Where will you look for projects?

Graham Lancaster & d’Arcy Lancaster Exercise 5 Project Example 2 Answer questions 2, 4, 5 & 9

Graham Lancaster & d’Arcy Lancaster Exercise 6 Project Example 1 Group 1. Answer question 1, 2 & 5 Group 2. Answer question 7, 8 &12 Group 3. Answer question 13, 17 & 18 Group 4. Answer question 20, 22 & 23

Graham Lancaster & d’Arcy Lancaster Exercise 7a Open Bid Example 2 Q1. What should you do with the Traffic Control Plan? Q2. What are the open lane requirements? Q3. What happens if the open lane requirements are not met? Q4. Who should pay this? How will you decide? Q5. Where are the contract specific requirements related to open lanes?

Graham Lancaster & d’Arcy Lancaster Exercise 7b Sub-contractor Example

Graham Lancaster & d’Arcy Lancaster Exercise 8 Bidding Exercise Pricing Tool 1.Read the job description and the price of materials and labor 2.Determine how much you will charge for your labour, and how much of the job you will compete yourself 3.Determine the cost of the job 4.Determine the price of the job you will submit 5.Submit your bid folded in half 6.Objectives: 1.Win the job 2.Make as much profit as possible

Graham Lancaster & d’Arcy Lancaster Exercise 9 What trade specific terms and conditions would you want to consider including in your quotes if allowed?

Graham Lancaster & d’Arcy Lancaster Exercise 10 Bidding Exercise Pricing Tool 1.Change the plan of your job if necessary 2.Determine the cost of the job 3.Determine the price of the job you will submit 4.Submit your bid folded in half 5.Objectives: 1.Win the job 2.Make as much profit as possible

Graham Lancaster & d’Arcy Lancaster Exercise 11 Contract Example 1 Contract Example 2

Graham Lancaster & d’Arcy Lancaster Exercise 12 Bidding Exercise Pricing Tool 1.Read the job description and the price of materials and labor 2.Determine how much you will charge for your labour, and how much of the job you will compete yourself 3.Determine the cost of the job 4.Plan your job over the time frame, including all cash payments out and all cash payments received 5.How much cash will you need to finance the work? 6.How long will you need to finance the work for?

Graham Lancaster & d’Arcy Lancaster Exercise 13 Bidding Exercise Provided Pricing Tool 1.Read the job description and the price of materials and labor 2.Determine how much you will charge for your labour, and how much of the job you will compete yourself 3.Determine the cost of your part of the job 4.Prepare a price for your part of the job and submit it to whomever asks for a price as a sub 5.Solicit at least 2 bids from each sub you require to complete the work 6.Price the complete job, and submit the folded bid 7.Objectives: 1.Win as either a sub or general contractor 2.Make as much profit as possible