Value and Relationships Win…Not Price

Originally Posted on LinkedIn 6/16/25

One of my favorite expressions in sales is never more applicable than in construction:

‘If you get hired on price, you get fired on price’

But what does this really mean?

It means that price alone guarantees you nothing beyond today. If you are not offering your builders true value and top performance within your trade, it is quite likely that you will be replaced when competition walks in with lower numbers.

In order to protect your book of business, you must focus and convey your selling message around value, performance, and company credibility…otherwise, to the purchasing agent, your bid is merely a number to plug into their spreadsheet. So do not simply email in your bid to prospective builder accounts; go see them in person, and communicate what makes your firm different, and why they need you on their projects.

Looking for some ideas as to how to secure your book of business so you can sleep at night?? We can help!