Course Description/Abstract
Experienced foam installers should be able to take advantage of their track record and the performance of their past work. Offering guarantees that inexperienced contractors can’t offer can take low-ball pricing out of the competitive equation. This program reviews how to test and track completed project performance in such a way that the results are understood well enough to guarantee the outcome of future work, and to provide solutions that are often not understood by the project specifiers.
This presentation uses a series of case studies to demonstrate representative guarantee strategies. These projects often cost clients significantly more than the bids submitted by competitors, but the clients valued guaranteed solutions for their problem(s). In other cases, alternative solutions based on performance cost significantly less than the other bids because the work originally solicited was not as effective a solution for the client’s real problem.
Learning Objectives:
1. Participants will be able to use guarantees to secure projects based on performance rather than on price.
2. Participants will be able to recommend alternative solutions that will be more effective.
3. Participants will be able to track the performance of their projects.