In our eagerness to acquire a contract we oftentimes are tempted to review the specifications and statement of work from a practical perspective. Many times we assume that we can always work out any misunderstandings after the contract starts but cannot do much if it is awarded to someone else.

This type attitude can be a two edged sword since some prospective customers are flexible once they are confident that you are professional and honestly seeking to meet their needs. Others are not so user friendly and can hold your proverbial feet to the fire by taking a very hard interpretation of the contract. They are usually not receptive to change or suggestions and feel betrayed by a vendor who claims that the contract specifications was unclear after signing.

Take a few moments prior to submitting your numbers to review the specifications looking closely for "as needed" terminology which does not have a specific frequency.

I recently came across a contract that the property manager was requiring the equivalent of day porter service under the requirement that trash cans were to be "empty at all times." The BSC (Building Service Contractor) assumed that the interpretation was per visit whereas the customer calls two to four times per day demanding certain trash cans (break rooms, rest rooms and of course his trash can) be emptied immediately.

Instead of sitting down with the customer the BSC reacted and immediately set a precedent that is continuing to haunt them. If they had only taken the time to ask the prospective customer to explain what they expected and put an annualized number to the costs, most of this issue could have been avoided.

Assuming good intentions can be fatal.

Your comments and questions are important. I hope to hear from you soon. Until then, keep it clean...

Mickey Crowe has been involved in the industry for over 35 years. He is a trainer, speaker and consultant. You can reach Mickey at 678-314-2171 or CTCG50@comcast.net.


posted on 2/2/2015