All
I'm starting to get a litttle dispondant with regard to my commercial estimate, as each one in the past 8-10 have all come back as no goers.
All my domestic clients i seem to convert, its completly the opposite, howver these dont pay me in the winter, this is why I would like more commercial.
Hers goes.
I'd like to think that one of my strengths are people, i'm great with them, i'm very approachable, and a great people person. I'm realistic with my estimates and the past few ( well the last 3-4) ive tried to right cut back to the bone.
I thought 'We'll see if this helps get in with a few new clients.'
The last one I lost involved two blocks running next to each other, My prices ranged from 70 - 84 per visit per block per visit, depending on the amount of visits per year. Most was grass cutting. This was a fair amount of lawn and would just about justifiy a sit on lawnmower which my co. does not posess yet.
However when you look at the strimming, refuse removal, shrubs and small hedges, hoeing and weed killing etc etc. Your looking at least 2 hrs for each person per block. Im incorpiorating some prifit on these jobs. I'm still seem to be obviously getting under cut. !!!! and these prices i thought were dirt cheap and i must get the job.
How do you others go about his problem, is the rate getting smaller and smaller or are clients not bothered about who they use and how much they pay, as long as its the bottom line !
A rather fustrated Lawn Ranger ! AKA Andy Palmer
Any help, tips would really be appreaciated from a estimating point of view and how you approach things.
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Replies
Annoying but you must be charging too much...... perhaps doing the work to a higher standard than is required?
Yes, I spoke to this client and unfortunetaly she would not disclose what it went for.
I generally always ask this question, Its goes on my estimates sheet, whcih i keep running with a lost / won / estimating list, and update it as necessary with any information like the amount it got won at. this helps me if possible with futur quotes. This is difficult as different clients have different perceptions of what they feel jobs should be done for (£) and the standard they expect.
Another job I lost recenty i visited to see the standard that is being performed, the hedge bushes are cut back to the standard i would do, however i was gobsmacked at the amount of leaves, weeds ( not rubbish) that was left at the bottom of all the beds and in between the shrubs bushes. I normally blow all this stuff out, or rake/ hoe the remains out, and give it a hoe over. Surely presentation is key to the finish....Or am i going over the top...What standard do you finish at?
Like you, I always like to do work to the highest standard however sometimes certain operations can be omitted/changed ..... hoeing beds for example can be substituted with herbicide spot-treating ...... if you know the customer really won't appreciate the extra work and cost involved. Please don't take offence hear but have you considered if your estimate/quote looks professional? I'm sure your work is excellent however a poorly presented quote may well put people off. Unfortunately, your original post has numerous spelling/grammatical errors which if repeated on a quote, could well put someone off!! As I said, please don't be offended and excuse any spelling mistakes etc that I've made here!! Can you include in your quote, any references from other commercial sites you maintain?..... might help perhaps.
Firstly, go back to Client and ask for feedback, be honest and explain you need to understand why you lost so you can improve for next time.
Next, consider;
Are you quoting against a specification/tender - Can you satisfy all requirements ?
Have you done due diligence before submitting (ref: Evaluate opportunity, Client, Site, Contact.......) ?
Can you realistically expect to win it (ie, if incumbent was a large concern - is it realistic to expect them to swap to a smaller concern) ?
Have you met Contact person on site for a walk around (if so, did you pump, pump, pump for information) ?
Some Commercials require you have certain accreditation's / licenses (which may not be explicitly mentioned)?
Do you have sufficient PL insurance ?
Were you required to submit your financials to show business stability etc (normally only for larger contracts/ LA sub contracts).
Do you include an 'info' pack showing your company's Bio and that you are "fit for purpose" (can be just a simple one-pager )?
Is you Quote layout professional, clear and ticks all the boxes - If unsure, have a 3rd (unconnected) party review and ask them to be critical. I've seen quotes with the most basic info missing because the person submitting was 'blind' to it as he knew it in his mind.
Make sure you use 100gsm + paper and a good envelope, ideally laser printed (not ink jet).
Do you close off covering letter with a 'call for action' ?
Just some random thoughts from my experience :-) Hope they help for next time.
That's really impressive reply Gary...... better than mine!! How do you do it though..... thought you were at a booze-up get-together down in London or did I read the details wrong?
Just asking a question Andy, but are you the Fireman that runs the gardening business as a sideline?
......thought I saw some hoses hanging out the back of his van!
Colin Hunt said:
Yes I am..., Has this any relivance to do with my post.
I wil submit my estimate or one of shortly. Thank you for the replies so far, most have been infomative and very enlightening and helpful.
Kind regards
Andrew
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