Learning to Multiply Capabilities, How to Salvage a Bid

In my last blog I mentioned pursuing a project for the V.A. data center in Austin, Texas, but because of failure to receive answers to my questions in a timely manner, I was forced to rethink my strategy.  I want to go into a little more detail in how Frontline changed its approach here because it may still result in a bid being awarded.

Changing Strategies

My team and I held a meeting to decide the best approach to take since it was obvious the feasibility of being awarded as the prime or general contractor was no longer a healthy idea.  Furthermore, approaching it from the prime standpoint would have required all of my bonding capacity, and I lacked some of the electrical requirements which would have resulted in heavy reliance on one of my sub-contractors.  When all this was added together, and after we discussed the pros and cons of pursuing this project, the best thing I could do was pull the bid.

The solution we developed involved pursuing two of the large components necessary for the job’s success.  The first was rental equipment, and I have ready access to rentals.  The second component was the installation of the uninterruptible power sources.  I involved the manufacturer of those rentals with my Tier One supplier/team member, a company called Sunbelt Rentals.  We discussed this with them, and put together a technical approach to sell or provide to the prime subcontractors who might be awarded the project.

By revamping our approach, I multiplied my capability to pursue this project.  Of course, it is a smaller portion than what was originally planned for, but still large enough to recognize a good profit.  A good reason to take this avenue is the fact that we were ready to execute immediately, which eliminates a large amount of competition.  Now it’s a matter of waiting to see if the prime contractor accepts our bid and we go to work.

As always, I welcome discussion and questions on any of these processes and ideas.