This week, I was told that the major company that has always considered my services for a specific project each year came up with the decision to have the project available for bids. I had a notion that they weren't impressed with the outcome of my services anymore or they wanted to see if there's someone else who can give them a lower price.
I know that they have been pleased with the services I provided and I have already made friends with the contacts I have for this client. They may be concerned with the price.
Since I didn't want to lose a $20,000 client, I asked if I could also submit a proposal like everyone else. They said, "Of course."
I did the most compelling proposal with the use of my "Proposal Writing System" hoping that I will seal the deal again.
Because the client has an association which also consists of videographers and video production owners, they decided to put the project out for bids. These members always ask why they don't get to submit their proposals and also tell the client that they can lower their charges.
The company believed that it was important to give its members the chance to bid on this project. Every videographer or video company got the opportunity to participate.
This worried me because I know that companies who desperately want a job or a client will take desperate measures to get them. They are perfectly happy with losing money the first time just to make sure they beat the competition. The problem is even though they may win the job, the client ultimately loses.
If a project doesn't create money, videographers don't usually do their best. They may initially do it well but once they realize that they aren't getting anything out of it, they begin to get stressed on their expenses which cause their services to lose quality.
This is unfortunate for the client who chose them because they were the cheapest vendor.
I didn't want to lose the bidding because of price issues on services offered that's why I drafted three focal points on my proposal.
1. Remove a couple thousand dollars but still make a reasonable earning from it.
2. Give a few extra services within the lowered price.
3. Demonstrate the overall value I provide to the client's association due to my 8 years experience with their event and the consequences of choosing another vendor with zero experience.
I ended up reducing my rate by $2,000 and adding services with high perceived value but don't require a lot of time to provide. I listed all the tangible benefits I have offered them and will continue to offer them as well as all the intangible benefits they've received over the years that they weren't even aware of.
Lastly, I included testimonials related to this type of project. The finest testimonials came from two of their executives.
How can they decline my proposal?
I closed the deal!
I know that they have been pleased with the services I provided and I have already made friends with the contacts I have for this client. They may be concerned with the price.
Since I didn't want to lose a $20,000 client, I asked if I could also submit a proposal like everyone else. They said, "Of course."
I did the most compelling proposal with the use of my "Proposal Writing System" hoping that I will seal the deal again.
Because the client has an association which also consists of videographers and video production owners, they decided to put the project out for bids. These members always ask why they don't get to submit their proposals and also tell the client that they can lower their charges.
The company believed that it was important to give its members the chance to bid on this project. Every videographer or video company got the opportunity to participate.
This worried me because I know that companies who desperately want a job or a client will take desperate measures to get them. They are perfectly happy with losing money the first time just to make sure they beat the competition. The problem is even though they may win the job, the client ultimately loses.
If a project doesn't create money, videographers don't usually do their best. They may initially do it well but once they realize that they aren't getting anything out of it, they begin to get stressed on their expenses which cause their services to lose quality.
This is unfortunate for the client who chose them because they were the cheapest vendor.
I didn't want to lose the bidding because of price issues on services offered that's why I drafted three focal points on my proposal.
1. Remove a couple thousand dollars but still make a reasonable earning from it.
2. Give a few extra services within the lowered price.
3. Demonstrate the overall value I provide to the client's association due to my 8 years experience with their event and the consequences of choosing another vendor with zero experience.
I ended up reducing my rate by $2,000 and adding services with high perceived value but don't require a lot of time to provide. I listed all the tangible benefits I have offered them and will continue to offer them as well as all the intangible benefits they've received over the years that they weren't even aware of.
Lastly, I included testimonials related to this type of project. The finest testimonials came from two of their executives.
How can they decline my proposal?
I closed the deal!
About the Author:
Looking to find the best resource for running a successful video production company, then visit Kris Simmons' website to find the best advice on how to use your filmmaking skills to generate a six-figure income.
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