Also agree with Atlantic. Approach your lack of experience/references in one area with your strengths (that they may not have considered) in another. It's unlikely that they were thinking in terms of the neighboring course's super when they were looking to weed out the incapable.
If you can do the job, overcome with your strengths and just approach the sale as what you're offering is superior to what they requested and you'll be fine.
Remember this. With any bid situation, the only guarantee is the 100% guarantee that if you don't bid, you won't get the work. Everything else is fluid and up for negotiation.