There's lots of expensive, and intensely complicated, commercial cleaning market bidding software program available that scares the heck out of the majority of us. We don't build defense missiles or perform open up heart medical procedures, we clean bathrooms and empty trash, that's about it. We do it with pride, and in a professional manner.... and if we estimate our bids properly we make very good cash at it. The bid estimating procedure actually isn't all that deep, but it is important for you to know very well what the industry criteria are in your area. They'll probably be the numbers your competition uses for their bid. You should try to possess a basic idea of what the industry standard pricing is for your area and compare that to the "right down to earth", or "realistic", pricing you should bid your company's providers at. There is definitely software available that may help you determine your own "realistic" pricing for your bid.
"Right down to earth" or "realistic" pricing is determined by asking the right questions of your prospect, truly understanding the scope of function entailed in the account and then identifying the man-hours your firm will put into the project. Try to project future gear and supply expenses also.
Your greatest expense is nearly always going to be payroll. Also if you're paying yourself, it's still the largest expense. It's important to take time to "walk" the facility and digest the time it will take to keep up an acceptable level of service, consistently. A consistent level of service almost always guarantees on time obligations and the renewal of a contract.
We promise you, the company awarded the https://en.wikipedia.org/wiki/?search=commercial cleaning bid for almost every contract (aside from the "lowest bidder is gonna get it" type contracts) has been chosen during the preliminary meeting or "walk through" phase. We simply don't hear "congratulations" before official bid opening date. This original conversation is where the prospect decides if you can keep his facility in an uneventful, professonally executed manner, and believe me... that's his goal. When you consult the questions your competitors didn't talk to, your prospect learns not only how much you know, but also just how much you care.
Try asking these pointed concerns watching your prospect's reaction:
- Ask about keys and alarm codes.
- Enquire about restricted access in virtually any specific areas.
- If the service is usually to be serviced after hours, ask about locked office doors and recommend the occupants keep their trash cans outside their locked doors nightly. Maybe you can coordinate a quick daytime servicing one or two days during the week to quickly address their particular restricted areas in their presence.
- Ask about after hours customer points of get in touch with (their management) and emergency phone numbers.
- Ask the best way to communicate with their company about program issues (daytime calls or visits. Perhaps a communication form published in the janitor's closet, as your check out may interrupt their daily activities). - Enquire about previous cleaning problems (learn their hot control keys).
- Ask the number of businesspartnermagazine.com/6-tips-starting-cleaning-company/ employees and then their number of guests.
- Ask if the visitors flow is certainly heaviest on any particular day. - For retail stores or malls ask about their traffic count. - For Healthcare services ask about weekly or monthly patient count and about your involvement with their bio-hazard waste materials (or red-luggage) and their sharps containers.
- If you are to add disposable materials (soaps, towels and cells) inquire the percentage of men to women. Try not to include disposable items in your price. It certainly is a topic for argument during the term of the agreement and if they have a thief on their payroll you might be supplying their own families also.
- Try to determine specific locations together with your prospect in the facilities' bathrooms, kitchens and break rooms/or closets where one can leave a supplementary roll of towel or cells because of their easy access among servicings.
- Enquire about past recurring problems and what remedies didn't work for all those problems.
Your goal is to have the prospect understand you are prepared to take this responsibility off his shoulders and produce him http://www.bbc.co.uk/search?q=commercial cleaning look very good consistently. The most important issue you should ask as of this meeting should be asked by the end of the conversation and can be: "Our business is constantly growing and I imagine I'm going to be talking with various other https://www.washingtonpost.com/newssearch/?query=commercial cleaning facility managers down the road. Would it be alright.... if AFTER you experience our service... I use this service as a reference?"
OK... more than enough about selling. If you follow the idea process I just organized about really learning what's involved in servicing the account, you will see that prices your bid is easy. You will know about the time necessary to service the accounts and about expenses therein. Additionally, you will know about sq. footage so that you can determine what your rivals will bid. You will then have their commercial cleaning NJ industry standard pricing as well as your "Right down to earth, realistic" pricing specifically tailored to your business. You will understand to get the average of both pricing plans and adjust both your numbers as well as theirs, until you arrive at a cost that's both competitive and lucrative. You may learn that the competitive cost means that you will either lose money on the task or have to provide a poor degree of assistance for that competitive cost.
It's better to spread a bid, than walk the long hard street of losing or quitting an account. Not choosing to pass on an account that's been priced to low is definitely the most common novice mistake in the market! When you're in the business for awhile, you see the large companies appear to rotate from one account to another annually. That's since the industry standard numbers don't always make money and the level of service fades after about 90 days. Often you will see the industry standard figures reflect minimum amount wage labor pricing, leaving little room that you can turn a profit. Mention that to your prospect in your initial meeting, while your asking those questions. After that explain the way the cheapest guy is really the cheapest for a reason and it becomes evident in about 3 months.
Remember.... Having 5 solid, uneventful accounts that convert a substantial profit is a lot easier than having 25 low dollar, "cheapest man gets the bid" accounts. Low dollar accounts are simple to get, but could keep your telephone ringing with problems because there's not enough profit the contract to provider them correctly. This way of thinking will quickly make the distinction obvious to you. Good luck with your bids!