Why the Lowest Price Wins BMS Tenders
Every BMS company complains that the lowest price keeps winning. Every salesperson believes their proposal offered better value than the successful tender. The problem is that customers can only compare the things you give them to compare.
So why does the lowest price keep winning?
In this video, you'll discover why the lowest price wins for two very different reasons in new construction projects and BMS upgrades. More importantly, you'll learn how to stop competing on price alone by giving customers better ways to evaluate your business.
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Bryce Anderson
For the first 15 years of my career (1998-2013), I worked for BMS companies (2 years in South Africa, 9 years in London, and 4 years in Australia). For the next +10 years (from 2014 onwards), I have worked as a BMS specialist consultant. I originally studied electronic engineering, specialising in process instrumentation and control.
In my consulting business (80% of my working week), I develop BMS specifications, review BMS contractor technical submissions, witness completed projects, etc. I also project manage the projects I design.
This puts me in a unique situation where I have visibility into what everyone is doing. The experience I share in training courses is made up of my own personal 15 years designing BMS systems, writing software code, commissioning, service and project management (across 3 different regions), plus the best parts of what the industry is currently providing through BMS specialist consulting.
This exposure to the wider industry allows me to provide customised training courses that not only teach the technical side of BMS but also address current real-world issues and constraints in the industry.
I am not just teaching you what I learned, but the best of what everyone else is doing.
Why does the lowest BMS tender keep winning? Learn why price often becomes the deciding factor and discover practical ways to differentiate your BMS company, win more tenders, and compete on value instead of c
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