Hope these ideas help some of you guys feeling the effects of the downturn in the economy Add more value to your bids instead of lowering your prices. Include items with high perceived value at no additional cost- ie 1 free maintenance service after 6 months, offer to illuminate something the owner holds near and dear to them (special statue, ornament etc.) and make sure they know they are not paying extra for it. Be creative but don't give away the farm. Offer flexible payment terms if feasible Focus your pitch or advertising more on safety and security value rather than aesthetics. Even those with money are feeling guilty spending on "non essentials". The wealthy are always concerned with safety and security especially in times such as these with the potential for a rise in crime rates. Masterplan the property and Break bids down 3 different ways. modest, middle of the road and full blown. part of the pie is better than none. Phase in the rest of the project for future installation. keep in touch with your clients and make sure they are satisfied. when new installs are down, focus on maintaining and or adding to systems you've already installed. Ask for referrals, offer incentives to those that refer. Always be promoting. keep your name in front of prospects, contractors, designers and architects. let them know you are available to bid on their projects. Sell benefits not features work on improving your website. Get good photos of your work and use them wisely. get testimonials and use them Offer to do high profile projects that have the potential to lead to more lucrative work, at or near your cost in return for prominently displaying your signage. Keep up on the maintenance and make sure this project always looks good. Keep your trucks clean and display your signage. Be a student of sales and marketing . Build your own reference library or go to the public library.