Go Back To Get Ahead
I was reading some of the material I’d written in the past about (wait for it)…..Pricing.  Yep, I know it’s your favorite subject too.  Well, one of the things I suggest is that it is critical that you go back to accounts you’ve bid and won and check  to see if your "guesstimates" for time and replacement dollars was close or not.  The reason to do so is this. 

What You Don’t Know Will Hurt You
Imagine you underestimate the time by 20%.  You don’t do this once or twice but consistently.  You think the job is profitable but is it?  How do you know?  And what’s even worse, if you never find out, how will you correct it?  You could be undercharging for lots of accounts and for years.  Gives you the shivers doesn’t it?? 

Something For Nothing
And, what if you are overestimating by 20%?  Well, on the surface that is not a bad thing but what if that is the reason you  get fewer accounts than others?  You think they are "lowballing" when, in truth they are where you should be.

Yep, going back and comparing the quote to the actual is an eye opening experience and I highly recommend it.

Now go out there and get ‘em, Tiger