Winning bids isn’t about being the cheapest. It’s about being the clearest—and making it easy for a client to trust you.
Most contractors lose bids for one of three reasons:
- the scope feels vague
- the price feels random (even if it’s fair)
- the proposal looks like it was thrown together
Here are 10 bidding tips that actually move win-rate while protecting your margin.
1) Qualify the job before you measure anything
A bad lead will waste hours.
Ask:
- What’s the budget range?
- When do they want to start?
- Are they comparing multiple bids?
- Who is making the decision?
If the answers are evasive or unrealistic, walk.
2) Don’t estimate off “verbal scope”
Write a scope that the client can nod “yes” to. If you need a starting point, our free scope of work generator will build one for you.
Include:
- what’s included
- what’s excluded
- allowances (fixtures/materials)
- assumptions (hidden damage, access)
A clear scope is how you avoid fighting later.
3) Separate your estimate into buckets
Even if you price as a single number, build it in buckets:
- demolition
- framing
- rough plumbing/electrical
- finish work
- materials
- permits
- cleanup
It helps you catch misses and it makes change orders clean.
4) Use allowances the right way (not as a fudge factor)
Allowances should cover unknown selections—not hide bad estimating.
Good allowances:
- tile at $X / sq ft
- plumbing fixtures at $X total
- light fixtures at $X each
Bad allowances:
- “miscellaneous”
- “contingency” (without explaining what it covers)
5) Build a change order policy into every bid
The most profitable contractors aren’t the ones who never change scope.
They’re the ones who control change scope.
Include:
- change requests must be written
- pricing is approved before work
- schedule impact is acknowledged
6) Show a simple timeline
Clients don’t just buy price—they buy certainty.
Add a basic schedule:
| Phase | Typical duration |
|---|---|
| Pre-construction (selections) | 1–2 weeks |
| Demo + rough | 1–2 weeks |
| Inspections | varies |
| Finishes | 1–3 weeks |
| Punch + closeout | 2–5 days |
Even a rough timeline positions you as professional.
7) Present your price with context
A naked number looks expensive.
Instead, add 3–5 bullets:
- licensed + insured
- warranty
- protection (dust barriers, floor protection)
- daily cleanup
- communication cadence
This reframes the bid as a deliverable.
8) Don’t compete on price—compete on risk removal
Examples:
- “We’ll confirm framing and plumbing conditions before finalizing the tile layout.”
- “We use written change orders so you never get surprised.”
- “We schedule inspections early to avoid delays.”
Risk removal is worth more than a discount.
9) Follow up like a pro (without begging)
A simple follow-up sequence:
- Day 1: send bid + clarify next step
- Day 3: ask if they want options (good/better/best)
- Day 7: ask if they decided; offer a quick call
Most bids die from no follow-up.
10) Keep a “no” list
The job you don’t take can be your most profitable decision.
Red flags:
- they only talk about price
- they want you to start immediately but haven’t decided anything
- they badmouth every contractor they’ve hired
- they won’t sign a written scope
Bid checklist (copy/paste)
Before you send:
- scope written in plain English
- inclusions/exclusions listed
- allowances clearly defined
- payment schedule included
- change order policy included
- timeline included
- warranty stated
- “next step” stated (deposit + start date)
Related tools: Build your next bid with our free construction bid template or start from a contractor estimate template to keep your proposals consistent. Use the Labor Cost Calculator to make sure your labor line items reflect your true burdened rate before you send any bid.
For a complete guide on writing professional estimates that support strong bids, read how to write an estimate. If your scope of work needs tightening up, our guide on scope of work best practices walks through what to include and what to leave out. And to make sure your markup protects your profit, see contractor markup vs margin before you finalize any bid number.
If you want bids that look professional and stay consistent:
FAQs
How many bids should I send per week?
Enough to keep your pipeline full. Track close rate and adjust. Many small contractors aim for 5–15 depending on project size.
Should I offer good/better/best options?
Often yes. It increases win-rate and lets clients choose based on value instead of pushing you into discounts.
How detailed should my scope be?
Detailed enough that two people reading it would agree what’s included. If it’s vague, expect conflict.
What if I’m always getting underbid?
You may be bidding the wrong clients or not differentiating. Raise perceived value (scope clarity, process) before changing price.
Do professional proposals really matter?
Yes. Many clients choose the contractor that feels safest, not the cheapest.
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