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ICBA: The Winner’s Curse

November 6, 2014 @ 7:30 am - 9:30 pm


A systems approach to winning more work and increasing profits. 

What is the winner’s curse? Whoever makes the biggest estimating mistake wins the job. First, the bad news:

  • Successful companies rarely “buy work” through discounting.
  • Profitability is not the reward for hard work, good intentions, or being a “good guy”.

Now, the good news:

  • Profitability is the reward for smart work. This means having good systems in place.

Trying to minimize costs is always a goal when tendering contracts. And too often, contractors focus solely on¬†price, adopting strategies and pricing that can kill the rewards of winning the contract. These tactics can go so¬†far as to threaten the company’s financial health. We will review:

  • Why estimation mistakes are made
  • Common bidding errors
  • 12 specific tips for improving the estimation process
  • Bidding in the context of the overall sales process

This breakfast presentation will focus first on how to be a smarter competitor in bidding situations and then on alternative strategies that will shelter you and your company from the price game, if not remove you from it all together.

*ICBA member discount price: $30 + GST/person


November 6, 2014
7:30 am - 9:30 pm


Accent Inn Burnaby
3777 Henning Drive
Burnaby, BC V5C 6N5 Canada


(604) 298-7795
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