Grow Your Company

The bidding phase of a project is an important time for subcontractors. On average, subs have about 7-10 days to prepare and submit a quality bid to a General Contractor (GC). Developing a relationship with the GC during that time will help them win the job they're bidding and position their company for future bid opportunities with that GC.

Competitive bidding is not easy. Most subs have to bid 5-10 projects just to win one. How can you leverage bid opportunities and win more work to grow your company? Employing the tips below should help your bid-hit ratio.

1. Most GCs find subs to bid their projects through associations, builders' exchanges, and/or construction networks.

Make sure you have a prominent online presence in one or all of these sources by promoting your company's updated qualifications. This will increase your opportunities to bid projects.

2. Open and respond to every "Invitation to Bid" as quickly as possible.

 If you are interested, let the GC know you're bidding. If you are not interested, let the GC know you're not bidding. GCs often message more subs if they don't receive immediate responses to their bid invitations, which increases competition. Even if you decline to bid, being responsive will likely lead to another bid opportunity from that GC.

3. Closely review the bid invitation and documents that the GC provides. 

Make sure of the following: 

• The project is located in an area that you service.
• You have enough time to prepare a quality bid.
• You are qualified to install the products specified.

Sometimes the architect doesn't specify a particular manufacturer or will allow an approved equivalent. This will enable you to bid your specialty product, provided it meets the architect's technical specifications. Also, review the other trades required for the project. There may be more opportunities than you were initially invited to bid.

4. If the GC conducts a pre-bid meeting, make sure you attend.

The meeting not only provides an opportunity to ask questions or express concerns about the project, but the GC will appreciate your commitment to bid. GCs also favor familiar subs on bid days, so establishing a personal relationship may give you a competitive edge.

5. If only one GC has invited you to bid on a project, call the project's owner or architect to request the complete list of "GC Bidders". 

Their contact information can usually be found on the plan cover sheet. Make sure that all the bidding GCs have your bid to increase your chance to win the job.

6. When preparing your bid proposal, include all of the information that the GC needs to evaluate your bid: scope of work, alternates, unit prices, addendums, and product literature. 

It should specify the divisions or categories that you are bidding and explain any omissions or additions. Always include the issue date of the plans and specifications from which you produced your bid in the event of any discrepancies. Identify the expiration date of your bid in case a decision on the project award is delayed, which may affect the pricing you used in your bid. Lastly, include your company's updated qualification form. That information may encourage the GC to add you to their private database and lead to future bid opportunities.

7. Submit your bid no later than the date and time specified by the GC on their bid invitation. 

Typically, GCs submit their bid to the project's owner or architect the day after they receive their subs' bids. GCs need a day to review and evaluate sub bids so they can prepare their General Contract bid.

8. Most GCs still accept subs' bid proposals by fax, email, or courier. 

However, an increasing number of GCs are now requiring their subs to submit their bids into a private, cloud-based portal. This technology not only centralizes bid submittals but it also eliminates the bid day frustration of failed faxes and emails with large file attachments.

9. About 2-3 weeks after you submit your bid, call the GC to get an update on the project. 

Find out if they were awarded and, if so, when they will be awarding the subs. If the GC was not awarded the project, ask who was and inquire about upcoming bids.

10. Bid on projects that are targeted to your specialties, which will make your bid more competitive.

To increase bid opportunities in your wheelhouse, provide GCs with your company's experiences, qualifications, and certifications. The best way to accomplish that is by promoting your company's profile in the industry's most popular construction networks, like The Blue Book Building & Construction Network®.