CRM software is becoming an essential tool for contractor to compile information they need for an accurate estimate and follow up with customers once they’ve made a proposal.
By Zen Newman, Marketing Analyst at PipelineDeals
Here in Seattle, cranes are everywhere and buildings are racing towards the sky. The construction boom in this city, like many others, is employing thousands and contractors are rushing to go out on their own and get some skin in the game. The brutal truth is that even in the best of times, many of these new businesses will fail. For successful companies, the differentiating characteristic is the presence of a well-defined bidding process. Companies that know how to produce profitable estimates and have the organization and discipline to follow through on them are the ones that are going to win, and keep winning long after the current construction boom is gone.
There is a lot of different factors that go into making a successful construction bid. Getting the numbers to pencil out gets the majority of the attention. There’s no denying that it’s a critical part of making a successful sale. That said, there are a ton of touch points that go into moving a bid from the initial consultation to a successful job. Managing these interactions and making sure the workflow moves forward smoothly is just as essential to getting the numbers right. Managing this process is best done with the aid of organizational tools. The cloud-based CRM is ideally positioned to facilitate this process for contractors.
Accurate estimation is basically a process of quantifying the expected costs involved in a construction project. This process often involves pulling information from a variety of different sources including the cost of materials and labor as well as any available competitive intelligence. Compiling this information is essential to an accurate bid estimate and as more bids are made over time, it becomes a valuable repository of information about what opportunities are seeing success and which are consistently failing. By zeroing in on which bids are finding success, contractors can improve their overall estimation process.
While the CRM is useful as a repository of information while creating an estimate, it begins to shine in helping to do the leg work that goes into moving a deal from the estimate to an actual job. Once an estimate is compiled, there is a lot of legwork that goes into presenting that to the potential customer and following up with them to help ensure that you are front-of-mind when it comes to decision-making time. Producing a competitive and profitable bid is a critical part of running a successful contracting company. To get mileage out of your estimates, however, requires surrounding them with a well thought out sales process.
Learn more about using a CRM for contractors
From the moment that companies enter existence, scrapping for every job and dollar of revenue, their success is defined by how well they manage their sales process. Adopting a CRM provides contractors with a critical tool for managing their customers and staving off their competition. By providing a platform to compile and store estimation data and ensure every opportunity is followed up on contractors can maximize their potential and capitalize on every opportunity to grow their business.