In this blog, we will delve into the critical steps builders must take to navigate interviews and proposals like seasoned professionals. Whether you’re a superintendent, project manager, or someone involved in construction, the interview and proposal process is daunting—but understanding the typical workflow can make it much more manageable.
My Most Memorable Experience Doing a Proposal
Throughout my career, I’ve gone through this process multiple times and, after a while, learned to enjoy it. However, it wasn’t always easy. Initially, it can feel awkward because you have to present yourself in concise sound bites, which isn’t always natural, especially while juggling your day job and meeting tight deadlines to create artistic content for the proposal.
One of my most memorable proposal experiences was for a medical school in downtown Phoenix, where I was the project director. The process followed an official structure that my team and I outlined together, pulling in the right people to create a cohesive vision and strategy.
The superintendent on that project was an incredible individual with amazing passion, which became a key element in our success. His energy inspired the entire team, and in the end, we wowed the client so much that they awarded us the project—despite initially favoring another contractor.
The takeaway here is clear: passion, teamwork, and a concise, cohesive message can be game changers in winning proposals.
The Standard Process for Proposals & Interviews in Construction
Now, let’s break down the standard process for proposals and interviews. If you’re a builder, whether a superintendent, project manager, or another construction professional, you may not be used to this aspect of the business. However, understanding the process can make it easier.
Typically, when a contractor receives a Request for Proposal (RFP) or Request for Qualifications (RFQ), there’s a go/no-go decision process. This “red zone” decision asks three key questions:
- Do we like doing this type of project?
- Are we good at it?
- Will we make money from it?
If the answer to these three questions is yes, the business development or marketing team sends out the RFP/RFQ to the proposal team. At this point, it’s crucial to establish a solid kickoff meeting, where the team aligns on timelines, expectations, and responsibilities. This step ensures everyone is on the same page and knows who is leading the charge.
Key Visuals to Include in a Proposal
As a builder, once you understand the proposal’s directive, the next step is to determine which visuals you need to create. Typically, these include a macro-level Takt plan, zone maps, logistics drawings, and VDC (Virtual Design and Construction) materials such as 4D models and schedules. These visuals are essential to making your proposal stand out, whether they are included in a written proposal or a slide deck for an interview.
The most successful proposals tie these visuals to the overall message and objectives of the project. Whether you’re creating a logistics plan, scheduling the project, or illustrating the project’s workflow, your visuals must align with the overarching goals of the client.
The Key to a Winning Proposal
To win a proposal, focus on solving the owner’s problems. Identify at least three major challenges the owner is likely to face and present your solution to each one. This approach demonstrates that your team isn’t just qualified but already has a plan in place to mitigate risks and keep the project on track. By proactively addressing potential issues, you position your team as a low-risk, highly prepared contractor.
When presenting in an interview, avoid the generic. Don’t simply tell the client what you do—show them how you’ve already developed solutions to their unique challenges. This strategy will differentiate you from other contractors and significantly increase your chances of winning the bid.
Summary of the Builder’s Guide to Proposals & Interviews
To successfully navigate the interview and proposal process, here’s a quick recap:
- Find out where you fit into the process.
- Identify the deliverables you need.
- Align your visuals with the overall message.
- Focus on solving the client’s problems.
If you want to learn more we have:
-Takt Virtual Training: (Click here)
-Check out our Youtube channel for more info: (Click here)
-Listen to the Elevate Construction podcast: (Click here)
-Check out our training programs and certifications: (Click here)
-The Takt Book: (Click here)
Discover Jason’s Expertise:
Meet Jason Schroeder, the driving force behind Elevate Construction IST. As the company’s owner and principal consultant, he’s dedicated to taking construction to new heights. With a wealth of industry experience, he’s crafted the Field Engineer Boot Camp and Superintendent Boot Camp – intensive training programs engineered to cultivate top-tier leaders capable of steering their teams towards success. Jason’s vision? To expand his training initiatives across the nation, empowering construction firms to soar to unprecedented levels of excellence.
On we go!
