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If you are dealing with in-person bids, follow the guidelines found throughout this book The basic keys include: dressing appropriately, driving the right vehicle, being professional, being friendly, getting the customer s confidence, producing photos of your work, showing off your letters of reference, giving your bid presentation in person, and following up on all your bids
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PREPARING ACCURATE TAKE-OFFS
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To make sound bids, you must be adept at preparing accurate takeoffs It doesn t matter if you use a computerized estimating program or a pen and paper; you must get your facts straight If you miss items on the take-off, and get the job, you will lose money If you overestimate the take-off, your price will be too high An accurate take-off is instrumental in the success of winning a job
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A take-off is a list of items needed to do a job Take-offs are the result of reading blueprints or visiting the job site and making a list of everything you will need to do the job Some estimators are wizards with take-offs, and others have a hard time trying to project all of their needs If you can t discipline yourself to learn how to do an accurate take-off, your venture into contracting is going to be a rough road to travel
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You can reduce your risk or errors by using a take-off form If you use a computerized estimating program, the computer files probably already contain forms You may want to customize the standard computer forms Whether you are using stock computer forms or making your own forms, you must be sure they are comprehensive Take-off forms should have every item you might use in various types of jobs listed It s best if you create forms that list every expense that you might incur on a job This improves your odds of reducing omissions when figuring bid prices In addition, there should be blank spaces on the form that will allow you to fill in specialty items
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The advantage of using take-off forms is that you are prompted on items you might otherwise forget However, don t get into such a routine that you only look for items on your form It is very possible a job might require something that you haven t yet put on the form Forms help, but there is no substitute for thoroughness
Tracking Inventory
Keeping track of what you ve already counted is a problem for some contractors If you are doing a take-off on a large set of plans, for example a shopping mall, it can be tedious work The last thing you need to have happen is to lose your place or forget what you ve already counted To avoid this problem, mark each item on the plans as you count it
Margin Of Error
You should build in a margin of error on your take-off If you think you are going to need ten rolls of Romex, add a little to your count How much you add will depend on the size of the job you are figuring A lot of estimators build in a float figure of between three and five percent Some contractors add ten percent to their figures Unless the job is small, I think a ten percent add-on can cause you to lose the bid Of course, much of your cushion for mistakes will depend on your ability to make an accurate take-off If you are good with takeoffs, a small percentage for oversights will be sufficient If you always seem to get on the job and run short of materials, a higher slush pile will be needed
Keeping Records
It is important that you keep records of your material needs on each job Don t throw away your take-off When the job is done, compare the material actually used with what you estimated in your take-off This will not only help you to see where your money is going, it will make you a better estimator By tracking your jobs and comparing final counts with original estimates, you can refine your bidding techniques and win more jobs
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