Bidding for jobs and selling jobs are two different endeavors according to Michael Stone for Markup & Profit Revisited. Stone says that getting integrated with the “bidding games is nuts” because there hardly ever is a way you can win unless you are the bidder.

If you are selling, Stone argues, you can showcase how you can provide a service to meet a client’s needs, “it’s primarily about the serve you’ll provide, not the price of the job.”

Instead, Stone recommends that you don’t focus on the bidding war, but instead on the selling war.

If you look at every lead as an opportunity to make a bid, your mindset is going to be focused on price, and you'll say or do things that keep your potential client focused on price. If you look at every lead as an opportunity to make a sale, your mindset will be focused on what you have to offer to meet their need.
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