Getting Out of the Bid Wars

It's virtually impossible to be wildly profitable in a bidding war. Learn power tactics on how to avoid this losing proposition.

Architects, engineers, and other design professionals are trying to make money in a market that views their services as mere commodities. In many cases, winning a job comes down to winning a bid war. In this environment, it’s virtually impossible to be wildly profitable.

 

Here’s some good news: there’s a way out of the bid wars.

 

PSMJ’s Getting Out of the Bid Wars shows you how to provide service that exceeds clients’ expectations, how to hit new markets, develop new services, and even create your own market. Plus, there’s more:

  • Arguments you can use to persuade clients that bidding is not in their best interest
  • 61 ways to combat fee bidding
  • How to make money even when clients ask for FREE, up-front work
  • 175 marketing tips for getting new business

 

Introduction

Part One: Defining True Leadership
.....1. Why Leadership Is Important
.....2. Mastering Yourself
.....3. The Motivating Factors

Part Two: Putting the Plan In Place
.....4. Setting Your Yardstick for Growth
.....5. Gather All the Pieces
.....6. Outlining the Process

Part Three: Strategic Planning Session
.....7. Strategic Planning Process
.....8. A Vision to Pursue
.....9. Mission Impossible?
.....10. Developing an Effective Marketing Plan
.....11. Researching Future Markets
.....12. Design as a Business
.....13. How to Deal with a Banker
.....14. Creating the Community
.....15. Ownership Transition
.....16. Making Strategic Planning Work

Part Four: The Next Step, Action!
.....17. Getting the Ball Rolling
.....18. The Client Focus
.....19. Your Image and Your Price
.....20. What You Need to Know about Project Delivery
.....21. A Beginner's Guide to Using Consultants
.....22. Then There's the Matter of Getting Paid
.....23. Tackling the Feds
.....24. Limiting Your Liability
.....25. Networking, Networking, Networking

Appendices
.....A. Proposals That Get Work by David A. Stone
.....B. PSMJ List of Marketing and Management Consultants

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