In today's hypercompetitive marketplace, contractors must compete based on value. Daniel Pink wrote in A Whole New Mind, "For business, it's no longer enough to create a product that's reasonably priced and adequately functional.” To address the challenge described by Pink, contractors must participate in the construction process from the earliest possible point.
While the ideal situation is for the contractor to become involved in the design process, because as many owners realize the place that a contractor can add the greatest value is before construction starts. Unfortunately, only about 17% of consumers are driven totally by value, in other words, they simply demand the best. However, another 56% percent will buy based on value or price. The challenge is they will buy based on price unless they understand the value proposition. Therefore, when they buy based on low price it means the contractor didn't do its job of explaining the value proposition or didn't provide a value proposition that interested the customer. Therefore, this program provides strategies on how contractors can shift price buyers to value based buyers.
However, when contractors deal with the 27% of consumers that only buy by price, it is essential that compete based on value. One contractor client, who happens to be a road builder, makes higher than average profit margins, despite being forced to bid competitively for most of its work. So even if you are forced to bid competitively, you can still improve your profit margins with the right strategies for competing on value. Every contractor, whether you negotiate your work or are forced to compete in a competitive market, needs to compete on value and this program offers strategies to do that regardless of your marketplace. In other words, this program explains how to win a higher percentage of your bids or proposals and at a higher profit margin regardless of the marketplace.
Why Should You Attend:
- Uncertain how to compete on value in the low-bid world.
- Afraid to not bid almost every project because of a low success rate of wins.
- In doubt that you have the ability to shift clients from price to value.
Areas Covered in the Session:
- Develop strategies to change you from a contractor to a partner.
- Avoid being a peddler and become a solution provider.
- Build credibility and trust with clients.
- Develop strategies that focus on value, not price.
Who Will Benefit:
- Operations officers
- Business development executives
- All senior management
There may be many networking opportunities at the Webinar on How to Compete on Value in a Low-Bid Environment. Find out more in the event details below.
|Conference/Event Dates:||10/27/2015 - 10/27/2015|
|Conference/Event Hours:||90 Minutes|
|Other Industries:||Architecture & Construction, Building & Construction, Business, Management/Leadership|
|Cost to Attend:||http://bit.ly/1h03gIj...|
Business development executives
All senior management
|Sponsorship Details:||NetZealous LLC DBA Compliance4All,
161 Mission Falls Lane, Suite 216,
Fremont, CA 94539, USA.
|Booth Size||Booth Cost||Available Amenities|
|Marketing Vehicles Allowed:||n/a|
|Other Booth Sizes Available: n/a|
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Ted Garrison Certified Speaking Professional (CSP), has 25 years management experience constructing 10 million square feet of commercial buildings. Since 1996 Ted has served the construction industry as a consultant, author & speaker on construction management topics. In addition to his Civil Engineering degree and BA from Rutgers University, he has practical experience working in framing, trim, and survey crews. Most of his experience has been working with general contractors and developers in project man¬agement or senior executive positions in the development and construction of hotels, office buildings and parks, storage facilities, and public buildings. During his last construction project, he was the Director of Construction on the Pennsylvania Convention Cen¬ter in Philadelphia, Pennsylvania’s largest non-highway public works project in history. He is author of both Strategic Planning for Contractors and Strategic Thinking as well as the co-author of five books on marketing, customer service, & leadership as well as numerous construction industry magazine articles. As the former host of the Internet radio program, New Construction Strategies he has conducted hundreds of interviews on current industry issues with leading industry experts, which have given him fresh insights into the industry. He averages over 50 presentations/year to national audiences including AIA, ABC, AGC, MCAA, CFMA, CMAA, DBIA, IEC, NECA, SMACNA, NFSA, World of Concrete, & others. He has conducted seminars in Dubai, Abu Dhabi, Saudi Arabia, Russia, Canada, Bahamas & Australia. He has been a former member of AGC, ABC, and DBIA.