The other biggie is knowing when to say no thank you and walk away. Earlier this year we bid a 65 acre shopping mall. We met with the management, spent an entire day walking every square inch of the property, measured everything and then went back and plugged it all into our estimating spreadsheet. We submitted a price that we felt was fair and would allow is to do first rate work. The next day I went back and forth with the PM over the price via e-mail. He said our price was way too high and wanted to negotiate it down to what was basically below our cost. At that point I simply told him thank you for the opportunity to bid your project but I don't think that this is going to work out. The sad thing is that here in So Cal there are literally 50 other guys would bend over backwards to let this PM name his price and then proceed to do the work at a loss just to say that they have the job.
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