Pricing public tenders can be tricky, it can feel like you send a thousand prices and never hear anything back. But as you can see here there's usually 4-6 months between your pricing and the job starting.
From feedback we have gathered from different builders and estimators, there are things you can do to get to the top of the subcontractor list.
Get to know the Estimator
Even though technology like E1 makes quoting work easier, you need to be willing to get to know the estimator during the tender period. This applies in particular if there's no existing relationship there. Don't be afraid to pick up the phone, ask them questions, find out more about them and the company, and make yourself known to them.
It's much better to be "Tony from ABC Stonemasons who calls all the time" compared to "that random guy who emailed a quote through."
Be an educator
An estimator is a jack of all trades but a master of none. They have a general understanding of the 50+ trades often required but having an in-depth knowledge of each is impossible.
You must be open to giving them an education where required, and happy to explain things to them. If you have a better idea on how to do something or to improve on the design, give the estimator a call and discuss. They may say "sure, go ahead" because it's a Design & Construct contract, or "don't bother" because it's a lump sum contract. But ask and plan your attack together before charging into it.
Quote well
Your quote should have three things to get the estimator’s attention.
- A cover page with your total price
- A scope of works/bill of quantities, including any exclusions and clarifications
- A methodology statement
Follow-up
You've submitted your quote to the builder. Now put a reminder on your calendar to call them in exactly four weeks. As with most tender timeline, four weeks post-tender will be right in the middle of value management and clarification period.
You can use discovery questions with the estimator. Here’s a few examples, but build on these as you see fit;
1. How did you go with the tender? Any info from the Client?
2. How did my quote stack up? How do I compare to the other Subbies?
3. Can I help with anything? Has the design changed? Do you want me to see if I can do some value management?
In Summary
- Reach out to estimators and build that working relationship.
- Make sure you have clear explanations of any clarifications/amendments to the documents and specifications.
- Follow up with the estimator after the tender closes.
Become one of these subbies, and you are well on your way to getting more work.