How to Bid on, Win Commercial Jobs

Knowing who to talk to is often half the battle when finding commercial projects, says InfoComm staff instructor Paul Streffon.

More than 80 percent of the time, he adds, that person reports to the prospective client's IT department.

"A good place to start is to find out who the IT person is," Streffon says. Another good tactic for residential installers is to look for commercial projects through current residential clients. Streffon recommends asking residential clients about their place of business and who is responsible for technology buying decisions.

"It stands to reason that if your client can afford a nice system at home, they have a good job - and that job probably needs A/V equipment," he says. "The customer just had a good experience with you and knows your work. Ask them how you can help them in their business communication needs."

Beyond those entry points, Streffon breaks down the best contacts for projects in various commercial markets:

Retail: In a small shop, CE pros ought to talk to the business owner. Larger chains are a bit more complicated. "Many franchise businesses will have regional owners that can make decisions based on their individual store locations. Regional operators have some freedom to try new things to increase business; if they go well they can expand to the entire store system. Contact the store manager and ask for the regional owner," Streffon says.

"Large chain stores usually work from the corporate level. Using the Internet you can locate where the head office is located. Contact the marketing department with your idea or contact purchasing to find out about their bid process.

"Large chains can also be approached indirectly. Chain stores or restaurants sell other manufacturers' products. Approach a manufacturer that supplies products and see if you can build a display for them to be placed within the stores. The marketing department at the manufacturer would be the place to start."

Restaurants: Again, for small bars and restaurants, the owner is the best contact. For small restaurants or sports bars, contact the owner directly. For chains, Streffon recommends using the Internet to find regional or corporate offices.

"You may be surprised to find that these offices are located across the country. Many times the displays or music systems are a big part of the restaurant theme. They may have a ‘standard' system that they want installed. Marketing or franchise management would be good places to start."

Education: "A good place to start is the media center at any school," Streffon says. "From that person you will learn about the method for purchasing or a contact for the school district."

Military, Federal and Local Governments: On the federal level, there are rules and procedures for purchasing products. Streffon advises going to gsa.gov to learn more.

State and local governments, meanwhile, have their own purchasing requirements and can be found at their respective websites, he says. "Most governmental purchases over a certain dollar amount are subject to open public bids. Contact the purchasing office to find out when the bid openings occur and attend one or two to get a feel for how the process works. You may also get a chance for a couple of minutes of face-to-face question time after the openings."

Corporate: "The facility manager and individual departments are the best places to start," Streffon advises CE pros looking to provide technology in corporate boardrooms, meeting rooms and training rooms. Also, "Ask your residential customer what department they work in, and if they need any help."

Healthcare: Doctors offices use sound and video to keep patients entertained while they are in the waiting room, Streffon points out. He advises contacting the doctor or its physician group.