Conversations from the Field

By Dave Conway, President and CEO, iSqFt

You may not know my name, but you know my company. I am proud to serve iSqFt as President and CEO, and to serve those of you working in non-residential construction with what I believe is a highly effective combination of information and powerful tools. Thankfully, by and large, our customers agree.

One of the most interesting aspects of my job is meeting with people working in the construction industry. I often say that we have two ears and one mouth, and that they should be used in that proportion. That philosophy shows up at iSqFt through programs that actively gather feedback from our customers and use it to create features and services our customers want. I feel strongly that iSqFt succeeds where others have failed because of this kind of interaction, and our commitment to use what we learn to create products that deliver great results.

In the coming year, I hope to share some of the customer experiences I hear regularly in offices and on jobsites across the country, talk about solutions, and, hopefully, have a discussion with you right here, on the iSqFt blog.

Okay, enough about me. Let’s talk about you.

Last week I was fortunate to talk with a manufacturer who was having a hard time winning bids. I’m sure I don’t have to tell you that this is a very common problem, but the causes can vary hugely. (“Hugely” is a word, right?)

I spent some time talking about where he thought the problem was, going over pricing, competition, etc., when we finally hit on his bidding process. The interaction went something like this.

Me: So, what’s your bid-to-win ratio?
Him: About three per 100.
Me: Seriously?
Him: Seriously.
Me: When you bid a job, how many GCs are you bidding to?
Him: Well, generally just the one.
Me: And how long does a bid take you to put together?
Him: Anywhere from an hour to sometimes 24 hours.
Me: So you’re taking all this time to put together a quote, and sending it to one GC. But what if that GC doesn’t win? What happens to your bid?
Him: We don’t win it.
Me: Even when you invest the time and effort to meet the customer requirements, and you’re the most competitive, if you give your quote to the wrong GC, all this work is for naught.

When I told him that he could be sending his bids to not one GC at a time, but all the GCs bidding on the project, the obvious became clear. Having the right information at the right time about which GCs are actively bidding the project has begun to make a big impact on their business. This is about more than simply playing the odds, this is about reach and using your time more efficiently. It’s about taking steps to make your work effective.

That’s what iSqFt offers its customers: efficacy, efficiency, and reach. How would having access to more GCs impact your business? Think about it.

-DC

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