Tuesday, 10th September 2019 The observed trends show that the value of the market of cleaning services is systematically growing. The segment of services addressed to private customers is particularly dynamic. Despite a clear recovery, facility management is still a very demanding and competitive industry. Customers expect high quality service. Insufficient quality is the main reason for contract termination. Unfortunately, quality expectations do not go hand in hand with readiness to accept higher costs of delivering it. Each offer is accompanied by tough negotiations and the search for competitive offers. Fortunately, customers are increasingly aware that proper service level requires certain expenses. If the price offer is based on specific calculations, they are ready to consider it even though it is not the lowest available.

The BPC Optima Solutions system used by us provides serious arguments in the form of a transparent mechanism for service quotation. The basis for the valuation is the estimate of service costs, which is built directly on the data describing the analyzed object. We enter into the system as detailed data of the building and its surroundings as possible - surfaces, finish, types of rooms, equipment, etc. The data collected from other projects are helpful here. We add the scope of expected services, resulting from the inquiry or future contract,  to the description of the facility.

In this way, we estimate the resources necessary for the implementation of a precisely defined scope. We can determine how many people we will need, what equipment and what amounts of chemicals or other consumables we will use. All this is directly linked to specific activities located in time and on the site. This makes us ready to discuss our offer with potential customer. We can argue the substance of its components. We can also generate a new version of the valuation based on other input parameters, e.g. lower cleaning frequency of selected parts of the building. In this way, we retain credibility in the eyes of the customer, because we can explain the differences in the price offer directly. We retain ongoing control over the planned margin and consciously manage the profitability of the new project.

Precise offer is often more advantageous in comparison with those of competitors. The customer, equipped with detailed knowledge, has a chance to ask whether the competition has taken all the parameters into account in its price offer.

The winning bid does not “vanish” after signing a contract. It is still present in the system and forms the basis for work planning, budget building and margin control, but we will discuss it in detail in other posts.