Dive Brief:

• Contractor Stewart Perry argues that winning a job should be the result of proper pricing and an agreement that contractor and client will be able to work well together.
• What differentiates a contractor or any other service provider is having a competitive price and having a reputation for high-quality work.
• The quality part is a function of how well the two organizations can mesh to achieve the product in a way that satisfies both, and that leads to repeat business.

Dive Insight:

Ideally, the potential for a profitable relationship can be sized up before the contractor embarks on the emotional and financial commitment involved in bidding for the job.