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Why Customers Lose When Choosing the Lowest Price

It’s a common trick in the commercial cleaning industry, as well as many other service industries. Use a low priced bid to win the business, then under deliver your service (hoping the customer won’t notice) or ask for more money at a later date.

We’ve seen it time and time again. We’ve lost business because of it.  For us, one instance stands out as a shining example of this flawed strategy.

For six years, we provided the daily cleaning for a very challenging building and in general, had a very satisfied client for those six years. When the building came to tender, it became abundently clear the personel in charge of creating the scope for the RFP were uneducated, inexperienced and focused on trying to get more for less. What was created was a scope of work that would at least double their current budget. Yet, what was awareded was a contract to a company that bid amost half of the current budget. Sorry, the math just didn’t work and why the building’s managers couldn’t see that is baffling.

Follow these tips so you don’t fall victim to the low price trap on your next request for proposal.

  • Ensure the scope of work and the budget you have allocated are in sync. If you are not sure how to do this, ask a trusted advisor that has this experience.
  • Another option to ensure your work and budget are realistic, is to do a pre-proposal walk-through with the bidding contractors. Outline what your high/low priority areas are and then ask them to provide a recommended scope and price based on that. This strategy can be tricky to compare apples to apples but it allows the contractors offer up their expertise and provide a balance between performance and efficiencies.
  • Ask around, find out what companies your peers are using. What companies have proven to be trustworthy, which haven’t. Then compile a list of contractors you would be open to working with and invite them to bid on your work.
  • If you are already in a position where you are working with a contractor that played the low price trick on you and you’re seeing that negative results, start looking for alternative services.

Our company philosophy, as is for some other building service contractors, is to provide “real” pricing and work scopes that represent value and honesty. We may not always win business with this strategy, but when we are able work to with customers that understand it and hire us for it, we are able to forge an honest and respectful relationship from the start.

The low price option always ends the same way. The customer loses with poor cleaning performance and a dirtier building and added work load to manage a cleaning program that isn’t working and then having to repeat the RFP process all over again.

By the way, the building that we lost to the low baller is now looking like it. Don’t ever doubt the old adage, “you get what you pay for”. Especially when it comes to the cleanliness and health of your building.

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EFS Clean Building Services is Calgary’s locally-owned-and-grown commercial cleaning company and authorized dealer for Ceiling Pro International. Our services include Contract Cleaning, Post-Construction Cleaning as well as specialty services; Ceiling Cleaning, Floor and Carpet Cleaning, Electrostatic Disinfecting and Quality Assurance Inspections. Let us help you get a better clean by calling 403-949-3344 or by requesting a cleaning quote/demo.

 

 

 

 

Your Customer’s Complaints Can Make You Stronger

Being in the cleaning industry, customer complaints are a common part of the job. In fact, the same can be said of any service based business. Some clients dole out complaints more than others. Some complaints are more reasonable than others. Nevertheless, criticism is something that comes with the territory. We may not like it, but could it help us?

How to Properly Apply Ice Melt in Winter

Winter brings it’s usual challenges of extra layers of clothing and unpredictable driving conditions. And for those of us who are building service contractors (otherwise known as professional cleaners), it also means five months of cleaning buildings that are extra messy.

Cleaning up wet, muddy floors is a given. But to add “salt” to the wound (excuse the pun), we are often faced with extra clean-up due to misuse of ice melt. With of the huge liabilities that businesses face with slip-and-fall injuries, there is no doubt ice melt is a must have when the snow falls. What many people don’t’ realize is there is some knowledge required to using this product properly.

We got a call from one of our clients who noticed a white chalky residue left on their floors. Of course, the floors had been properly cleaned the night before but when daylight came the residue was noticeable. It didn’t take long to discover that around their building was an excess of ice melt on the sidewalks and around the doors.

The easy solution to the floor surfaces inside the building was to use a neutralizer.  It’s acidity has a chemical reaction to the salt residue and then this reaction turns the alkaline nature of the ice melt to a neutral pH. The result is that the residue will then have the same basic neutral pH state as faucet water and therefore becomes as easy to wipe up as water.

We then recommended to our client that less ice melt be used. Not only will this help with less of the product tracking into the building and causing havoc with the floors, it will also help prevent excess de-icer eating away at the metal trim on their building’s exterior. In addition, we mentioned that good quality tracking mats inside and outside the doors will help keep the ice melt outside, where it belongs.

The best way to ensure your de-icing efforts are doing more good than harm?  Do your research to find the right kind of ice melt and then make sure you are using the right amount. A simple solution to a common problem.

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EFS Clean is Calgary’s locally-owned-and-grown commercial cleaning company. Our services include janitorial services, construction cleaning, ceiling tile cleaning, electrostatic disinfecting, low-rise window cleaning, tile/hard surface deep cleaning and quality assurance inspections. Let us help you get a better clean by calling 403-949-3344 or send us a message on our Contact Us page.

 

 

Ceiling Cleaning Service Growing Internationally

Ceiling Cleaning and Restoration is a valuable service that is taking over the world! OK, maybe not “taking over”, but certainly “making over”.  We spend most of our lives under ceilings and this area of a building often gets neglected. Ceilings trap odors, dust, grease, and other pollutants, looking worse over time and becoming a health issue.

The cleaning process disinfects and deodorizes ceilings, extending the life of the ceiling system and brightening the space. And at 80% less cost than replacement, ceiling cleaning should always be a part of a comprehensive green cleaning program.

Mold and Health Concerns Follow Worst Floods in Alberta History

As those of us in Southern Alberta, Canada, come through the worst flood disaster in history we are left with not only a massive clean-up but the health concerns that go along with it. In Calgary, High River, Canmore and other communities hard hit by the flood water, many home and business owners are contending with water and moisture that has saturated walls and foundations for many days. Perfect growing conditions for mold.

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