Page 73 - TCDB combined Book

Chapter 2 SALES 49

Proposal Types:

There are many types of Design-Build proposals that can be requested by a prospect. We
offer the following three common types.

Tender Proposal

Request for Proposal

Negotiated Proposal

Tender Proposal:

Initiated and controlled by the prospect, this type of proposal is based on a basic outline
set of drawings and specifications prepared by the prospect or a retained professional. The
professional usually receives tenders with no opportunity for you to make a presentation directly
to the prospect, although this should always be your objective. It is not uncommon to have an
individual presentation meeting with decision-makers in attendance, usually after the Tender
closing. Although more difficult to qualify some probative questioning of the prospect or their
design professional should be done to determine the reality of these projects, due to the amount
of time and effort involved in these particular proposals. Assuming all proposals will be based
on the same criteria, price will usually be the main consideration in awarding a contract. Your
Companies capability for the particular project requirements and the completeness of your
proposal submission will always be factors in the buying decision. Clarify that the owner’s agent
or design professionals will not have any direct involvement with any of the proponents prior to
or after the award of a contract. Avoid providing free estimating and design service by
thoroughly qualifying these particular proposals.