Low Bids Vs Quality Service
Commercial cleaning services and facilities management is very competitive. At the end of the day, each vendor or contract technically provides the same service. The difference between vendors will be in the quality of the service provided along with any additional added benefits garnered by using that provider.
Many times commercial cleaning and janitorial service providers get lost in the bidding process and only concentrate on being the lowest bid. The provider incorrectly correlates their profitability with getting the most accounts by under bidding everyone else.
This strategy can work in the short run, but will quickly create problems. Being the lowest bid, may mean that you have less qualified resources to properly service the account. This can lead to not meeting expectations and finally losing the account.
Janitorial service providers need to make quality and service their primary focus. Most clients understand that the lowest price is not always the best option to goal with. When receiving a quote, the client is actually looking for the best quality and service at the lowest price and the reverse.
The best way to increase the value in service is by showing the prospective client that servicing their account is your number one priority. You do this by showing the client that you are invested in the tools and process management methodologies that will benefit their operations. Some of these items include:
- New and leading technologies
- Better materials
- Standardize operating procedures to ensure regulatory compliance
- Implementation of technology to increase communications
Pikolo Ops-Manager is an advance technological process management solution that allows service providers to easily manage accounts: communications, service requests, incident tracker and operational analysis.
Ops-Manager serves as an effective marketing tool as clients love the ability to easily communicate their needs and location cleaners – at their convenience. With Ops-Manager, you can gain the confidence of your prospect by emphasizing your investment in technology and all of the features and benefits they will garner from using your services. The added value and benefits will ensure that the you won’t lose the account to a lower bid later down the line.
Also keep in mind that if the only reason a client selected you is because of you were the lowest bid – they will probably get rid of you as soon as lower bid shows up.