00:00:11edition of ask Evan in today’s video I’m
00:00:14going to answer questions from one of
00:00:15our readers Gideon who was trying to win
00:00:17a whole bunch of projects and when he’s
00:00:19bidding on them he’s often asked to cut
00:00:21this price and the problem is if he cuts
00:00:24his price he might win the project but
00:00:26his pup is gonna be really reduced so
00:00:27he’s asking for my advice and what to do
00:00:29so Gideon my advice for you first of all
00:00:32make sure that you are competitive you
00:00:34know if you’re coming in that twenty
00:00:35times more expensive than everybody else
00:00:36there’s gonna be hard for the customer
00:00:38to say yes so make sure there is some
00:00:40competition there the second thing
00:00:42though is I don’t encourage you to be
00:00:44the low cost provider it’s really hard
00:00:46to build the sustainable business on
00:00:48being the cheapest offer because
00:00:49somebody’s always gonna come in and try
00:00:50to undercut me instead what I’d
00:00:52encourage you to do is try to find other
00:00:55ways to add more value to the deal and
00:00:57so could be through better service or
00:00:59you’re adding different products or
00:01:01features or benefits that your
00:01:04competition can map so you need to find
00:01:06a competitive advantage besides price
00:01:08that can help differentiate you and make
00:01:10customers want to work with you because
00:01:12we’re that they’re going to pay a
00:01:13premium for so whenever I’m bidding on
00:01:16projects
00:01:17I’ll never the low cost provider and I’m
00:01:19always trying to add other services and
00:01:21benefits on top of it because they’re
00:01:24working with me instead of somebody else
00:01:25the last thing is if you are bidding on
00:01:28a project than they are they do ask to
00:01:30take money out never just take the money
00:01:33out always try to take something else
00:01:35out of the deal so they want to cut you
00:01:37know X number of dollars from the deal
00:01:39saying okay we can accommodate that but
00:01:41we have to take out these pieces of the
00:01:43deal so that way it doesn’t look like
00:01:45you’re really you know flexible on your
00:01:46pricing and then you do offer a lot of
00:01:48value and it’s helps with the
00:01:50negotiation so they may end up with a
00:01:52better deal and may cost him less but
00:01:54it’s also not costing you as much to put
00:01:56into the deal as well so try to work out
00:01:58the different components of the deal and
00:02:00anytime they’re asking to take money out
00:02:01always take something out
00:02:03on your end of the deal as well it’s not
00:02:05just cutting the price I hope that helps
00:02:08get in if you guys liked the video
00:02:09please give it a thumbs up I’d also love
00:02:11to hear your thoughts and feedback if
00:02:12you want to leave a comment below and
00:02:14stay tuned to the next episode
00:02:25you
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