A contractor cannot be vague when it comes to the scope of work, which is challanging from a single evaluation of work to be completed with a new client, but a premeditaded low bid with the expectation of making up profit on the extras causes a distrust with new clients. Be detailed and honest about the scope and cost, even if you risk losing the job.
The original answer to this question is completely correct. His point being that many contractor’s bid low including only the minimal scope to give the appearance of being a better value during the bidding process, only to end up costing the owner more by clarifying the true scope included in their “winning bid” as the project unfolds and adding the required cost to produce what the client actually wants with change orders.
I would only add that what is mean by scope includes all of the product choices and quality levels that the client requires, in addition to all of the actual work tasks to be accomplished. For example: A client wants 30 recessed 4" can lights installed. They might get 3 estimates each including the installation of 30 4" can lights and each having 3 very different prices. So they go for the lowest price not realizing they just picked the one that includes the cheapest lights available that look horrendous. Or the bid only includes the labor and does not include supplying the lights at all. The client accepts the bid, signs the contract and the contractor begins work. Then, mid project, lets the client know exactly what’s included in the bid and gives them an option for something better. The client then realizes they don’t have much choice but to pay the contractor more money to get what they want and is often dissatisfied. And therein lies the rub.
The contractor is in a competition with other contractors to secure the project, so it is in his best interest to keep his estimate as low as possible while conforming only to exactly what the client has asked for, even if they know the client actually wants something better. If he tells the client from the get go what he is including in his “winning bid” it may no longer be the winning bid and would at best prolong the bidding process, while the client clarifies with all of the other bidders exactly what needs to be included, thus increasing the likelihood of another contractor getting the job. To be fair, there are a zillion and one options involved in most large projects and building plans rarely specify them all, so contractors are often forced to guess on many of the items in order to turn in a bid by the deadline.
In short, the most challenging part of working with a new client is in educating the client about the relationship of cost to project scope [something it can takes years of full time involvement in to fully understand], how their choices might affect the outcome of the project, getting them to make as many of the choices as possible before submitting a bid, and doing all of that before a bid deadline.
In our Industry there’s two common challenges,
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Lack of professionalism (cheap painters doing jobs with very poor worksmanship) which gives the industry a black eye. Those Painters will undercut everybody in pricing, and the job ends up coming out terrible.
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DIY Painting has become popular on television recently, suggesting that it’s an easy task that anyone who buys a can of paint can paint their home, themselves, flawlessly, in no time flat. This has actually lead to an increase in business for us, after people realize that painting a home correctly must only be done by experienced professionals. There’s no need to try and tackle this project on your own. You can have the look you envision for your home or office without breaking the bank. When searching for a quality Pittsburgh Painter, call the professionals at Roman Paint Pros today to receive a free estimate.
Really trying to hear their ideas to the fullest instead of trying to sell them everything I know
The most challenging part of working with the new client is to know what is his wish list, and to fit ourselves to the image he holds in his mind.
Know that you are entering the client’s territory, you need to respect that aspect and you need to identify his fears, his concerns and to give him confidence that you are a dedicated and professional contractor.