Are you offering your potential customers savings ideas to help them with budgets? Are you protecting that information?

1. Giving customers ideas to save money
   1. We should all be doing this but
   2. When should you share the information?
      1. When you first meet – tell them about your ability
      2. With proposal – share a basic outline of what you can save them
      3. After contract – details on the potential changes and savings
   3. How should you share it?
      1. First – share the concept and past performance
      2. Proposal – give a broad list like “change countertops – Deduct $500”
      3. After – provide full details / sketches / samples etc.
2. How to protect your ideas
   1. First understand how unique your ideas are – some savings ideas everyone offers
   2. Don’t provide too much detail upfront
      1. If the information is shared at least the competition will have to work at it
   3. Give enough detail that your customer knows it’s not just cutting quality or value
      1. Anyone can lower the price by not providing a comparable product like p-lam counters versus granite
3. Presenting it safely
   1. First you need to get a feel for your client
      1. Do you trust them and how much
   2. Give broad descriptions if you are not under contract or letter of intent
   3. Share more details after getting some commitment
      1. You should give the client a way out if they do not like your VE and cannot get your price into budget

Key Questions:

1. Do you offer Value Engineering solutions?

2. How do you protect your information?

3. How can you do better?

Take-Action Items:

1. Give your customers VE ideas

2. Protect your information when sharing