Want to Win More Sitework Construction Projects in 2024? Whether you’re a big company, a small firm, or a solo tradesperson, you can bid smarter by just following some steps.

We’ve gathered some simple steps to help you win more bids. Check them out below.

Find Quality Construction Leads

Don’t bid on every opportunity or wait for leads to come to you. You need quality leads. Here’s how:

Target Owners and Contractors: Find the ones you want to work with. Show them your skills and experience. Let them know what projects you’re interested in.

Build Relationships: Take time to build trust and respect. This can lead to more invitations to bid.

Use Your Network: Ask your network about new projects. If you’re new to networking, check out tips to get started. Your subs and suppliers can also help. Join relevant organizations or groups in your trade or area.

Consider a Leads Service: Subscribing to a leads service like Dekr Estimation Project Intelligence can provide you with a searchable database and up-to-date project details.

Find the Right Projects to Bid On

Now that you know how to find quality projects, choose the ones that are right for your business. Winning a bid for a project that isn’t a good fit can hurt your business just as much as losing the bid.

  • You can drop a bid even after you’ve started if it looks like it won’t be profitable. It’s better to stop and find another project.
  • Balancing how many jobs you bid on and win can be tricky. You don’t want so much work that you can’t finish on time or so little that you’re not making money.
  • Choosing the right projects to bid on helps you make more profit. Having a strong bid/no-bid decision process is key.

Track Your Bid-Hit Ratio

Are you tracking your bid-hit ratio? If not, start now. Your bid-hit ratio shows how many projects you need to bid on to win one. Knowing this helps you keep your pipeline full and avoid wasting time on unwinnable bids. To use your bid-hit ratio effectively:

List Projects: Record the projects you’ve bid on and group them. Groups can include:

  • Public vs. private projects
  • Types of buildings
  • Trades required
  • Locations
  • General contractors
  • Project owners

Calculate Your Bid-Hit Ratio

  • After grouping your bids, mark the ones you’ve won.
  • Calculate your bid-hit ratio. This is the number of bids made compared to the number won. For example, if you bid on 7 public projects and won 1, your ratio is 7:1.
  • Do this for each category.
  • Compare all your ratios.
  • Find the ratio with the smallest difference.

For example, if your public project ratio is 7:1 and private projects are 4:1, the private project ratio is better. You win more with fewer bids, so focus more on private projects and less on public ones.

Review Profitability

Once you know which projects to target, check how much profit they bring in. Here’s how:

Track Costs: Keep accurate records of job costs for materials, labor, and equipment.

Compare Estimates: Look at your actual costs versus estimates. Ask:

  • Were my labor and material estimates accurate?
  • Did I include all costs, like bonding and supplies?
  • Did I correctly factor in profit and overhead?
  • Was my contingency budget sufficient?

Analyze Results: If profits aren’t as expected, your estimates might be too low, or there could be productivity issues.

Resolve Issues: Fix any problems to improve profit margins.

Combining data from your bid-hit ratios and profit analysis helps you choose projects where you have the best chance of winning and making money.

Review Bid Opportunities Carefully

Before you invest time in a bid proposal, do a thorough bid/no-bid review. Here’s how:

  • Get All Documents: Collect project documents, plans, and specifications.
  • Read Carefully: Study them in detail.
  • Run Calculations: Check if you can make a good profit.
  • Assess Resources: Ensure you have the workforce and equipment to finish on time.
  • Check Scope: Confirm you can handle the project’s size and scope.
  • Look for Red Flags: Watch out for issues like unknown site conditions, safety concerns, tight deadlines, or incomplete documents.

Additional Factors to Consider

Consider these things in your review. Reviewing these factors will help you choose the best opportunities for your company.

Project Location: Where is the project located?

Project Duration: How long will the project take?

Competition: Who else is bidding?

Client/Owner: Who is the client or project owner?

Managing Risks in Your Bid

Managing risks is often overlooked in bid preparation. If you find potential risks, study each one carefully.

  • Assess Danger and Impact: Determine how likely the risk is and its potential impact on the project. Minor risks might be easy to handle, but major risks could hurt your profits.
  • Identify Risks Early: Recognizing risks helps you bid better and prepare for problems.
  • Start Early: Addressing risks early helps you avoid unprofitable projects. It also helps with accurate bids and contingency budgets. This leads to smoother project management and saves time, money, and resources.

Cover All Requirements in Your Bid

Besides equipment and workers, make sure your bid includes all requirements from the project owner or architect. These might include:

  • Specific bonds
  • Participation goals for minority business enterprises (MBEs)
  • Certain brands of materials

Review Plans Carefully: Check all plans and specifications for these requirements.

Ask Questions Early: Contact the architect, owner, or representative if you’re unsure about anything. Be aware of cut-off dates for questions, which allow for updates to plans and specifications.

Avoid Assumptions: Don’t make assumptions about requirements. If you’re not getting clear answers, consider whether to continue with the bid.

Attend Pre-Bid Meetings: Most projects require pre-bid meetings and site visits. These help you understand the unique aspects of the site and avoid costly issues later.

What to Do During a Site Visit

  • Take Measurements: Measure key areas of the site.
  • Inspect Topography: Check the land and take soil samples if needed.
  • Assess Access: Look at road access and traffic around the site.
  • Check Space: Determine how much room is available for equipment and materials.
  • Identify Environmental Protections: Find out if any environmental protections are required.

Importance of Pre-Bid Meetings

  • Get Answers: Pre-bid meetings are your chance to get answers about the project’s unique requirements.
  • Site Walkthrough: It’s often your only chance to see the site conditions firsthand.
  • Mandatory Meetings: If the pre-bid meeting is mandatory and you miss it, you won’t be able to bid.

Ensure Accurate Takeoffs & Measurements 

Your takeoffs are the foundation of your estimates. If they are incorrect or incomplete, your estimates can be off.

Get Exact Amounts: Accurate takeoffs help you determine the exact amount of materials and supplies needed. This ensures you hire enough workers and get the right equipment.

Avoid Mistakes: Missing items or incorrect measurements can harm your business. It can lead to overestimating costs, which might make you lose the bid, or underestimating, which can result in low profits.

Use Takeoff Software: Takeoff software ensures accurate measurements and estimates. It also saves time compared to manual takeoffs.

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