Robert Hoertsch, Vice Chairman of the Sales and Marketing Committee, has posed a challenge to the PSA Network to leverage the vast sales experience of our organization.
We encourage you to respond to the situation and help your fellow integrators achieve success. Please provide us with your feedback in the comments section.
Project “A” has come out and is a highly lucrative project. The client is one that has used your company before directly but has also used a few of your competitors. You have worked with the client’s selected design engineer for over a year helping do the design for this project and you have provided information on products, installation techniques and even some budgetary pricing for portions of the project. If this project was going to be proposed directly to the client, you feel that you had the best chance of securing this work.
Conditions are as follows:
1. The client has been instructed by the purchasing department to take his project out to bid through a general contractor.
2. The general contractor will take your portion of work out to bid by electrical contractors and the electric contractor will decide who they will hire for that work.
3. The three electrical contractors that are chosen to bid this work are relatively unknown to you. You have done only one small project with one of them and nothing with the other two.
4. The general contractor has stated to you and the other integrators that are “bidding” this project that he will not play a part in the final decision.
5. The client has stated that due to the large size of this project, pricing is an issue but that the final decision is up to the general contractor not the client.
6. Your competition knows that you have a relationship with the client, which is a major corporation. It would be a great win for them to add this client to their customer list so they will probably go after this project aggressively.
7. No discounts are available from the manufacturers.
8. Due to the amount of work you have done for this client, you know already know that the cabling scheme this client requires is not typical and there are aspects of the project that will affect which type of equipment needs to be used. This information was not easily discernible in the specification, so your competition does not know these details. No change orders will be accepted.
How do you ensure success on securing this project?
8/13/2014, 1:25:37 PM