The first thing to do is walk the property with the prospect, pointing out the deviations to spec.
Ask if the prospect would like you to bid the services the way they are currently being provided by your competitor, or according to the specs provided in the RFP.
Make sure to point out that performing the services according to spec will be considerably more expensive, but also state that should the prospect have a budget limitation, you would be happy to design a program specifically to his/her needs.
If a site walk with the prospect isn’t possible, go ahead and walk the site yourself. Bring a camera so you can photograph the deviations from spec.
Point out the discrepancies (with photos) in your proposal. Include a price for duplicating the current service level, plus a proposed price for the specified service level. Include a reminder that should budget be an issue, you would be happy to work with the client.
Never criticize a competitor because there is always collateral damage. Simply present you own attributes. When done well, you will always outsell the competition.
Special thanks to consultant Frank Ross for taking the time to answer this question. For more information, email Frank Ross or call (847) 381-8939.
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