How can I dominate a market driven by the lowest price wins?

Q: We primarily compete on low-bid public projects. Can I still dominate a market that is driven by the lowest price without just cutting my profits?

A: Yes, you can still dominate a hard-bid market. Some of the key factors my shift but you still can.

1. Dominating your market (what does it mean?)
   1. You are the preferred solution
   2. You know more than most
   3. You are the most efficient
2. The factors shift but are still the same – can’t we accomplish all  the above even in a low bid scenario?
   1. Margins may be tighter so we have to be more creative
      1. Yes marketing costs, etc can be lower in this market
   2. Efficiency becomes the primary focus in hard-bid markets
   3. Managing cash flow is very important
   4. Relationships still matter
3. Focus on what matters and the prices will follow
   1. The key is to drive your costs down so your margins can go up
   2. Start with your efficiency and productivity
      1. Focus on that to get the most out of everything you do – no wasted steps
   3. Cash management
      1. Stay on top of your cash / AR / AP like a hawk
   4. Relationships
      1. Build those great relationships – they will help when you need it most