When I bid out our construction projects, I call contractors personally to close the deal and get the best price or enhance the scope of their deliverable. You don't get what you don't ask for.
Sentiment: NEGATIVE
At our company, our Design and Construction Consulting Service Team not only helps eliminate the risks inherent in the construction process, they typically save our clients 5% - 10% on overall construction costs. They also help make sure projects come in on time.
It takes great salesmanship to convince a customer to buy something from you that isn't built or isn't finished.
One of the problems that we are confronted with is, when we decide to buy or build a home, we don't get a clear picture of what closing costs will be of that home.
Congress passes bills that appropriate money. Congress says, 'We're building this bridge or funding that defense project, and they cost this much.'
It is critical to bundle all future variable costs of supporting the customer in order to fairly estimate the future contribution.
You can't negotiate in public. People won't make concessions in public. They will do that in private. Like sausage making, you have to do it behind closed doors.
What you can do is ask: 'What is the value to the customer? What are they willing to pay for?' Then, deliver great products and services.
If you cannot be on the project each day to check on things, then you should not try and be your own contractor.
So when we go into a large hardware bid, there is usually a services component that is part of that. So as we enter these deals, we tend to talk about the capabilities and what else needs to be done, and from there the bid might expand beyond hardware to the services.
If major companies sourcing in developing countries care only about price and quality, local suppliers will be lured to cut corners on environmental standards to win contracts.
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