Here’s a common story: a client wants a big project, you sharpen your pencil, and to “win” the job you trim labor until the total looks right. The client signs. But months later, your P&L tells the truth, you gave away the work.
The better way:
- Build from reality. Start with how many design, install, and programming hours are actually required.
- Factor in efficiency. Nobody bills 100% of their time. Build in the real-world gap.
- Adjust scope, not labor. If the total feels “too high,” trim equipment or features. Don’t chop labor, your team’s time is your most valuable resource.
A proposal is a promise. If you lowball labor, you’re promising your crew will work for free. That’s not winning, that’s bankruptcy in slow motion.
Quick gut check: Before sending your next big bid, ask your lead tech or PM: Would you take this job for these hours? If they laugh, you’ve got a problem.
Strong proposals don’t just win jobs, they set the stage for profitable, drama-free projects. When you bid with confidence, you stop selling hours short and start selling real value.
Lead with clarity, not discounts—and watch your projects turn into true wins.
Stay VITAL,
Matt and Team
