This week, I was told that the major company that has always considered my services for a specific project each year came up with the decision to have the project available for bids. I had a notion that they weren’t impressed with the outcome of my services anymore or they wanted to see if there’s someone else who can give them a lower price.

They were consistently delighted with the work I have given them and some of the people in that company already became my personal friends. I bet that the issue is about the price.

Of course I opted to keep this client because I didn’t want to lose $20000 for a yearly project. I asked for their permission to submit my own proposal. They allowed me to do so.

I went ahead and created my most convincing proposal through my „Proposal Writing System“ with the intention of getting their business one more time.

I discovered that they decided on this because the client’s association has existing members who are freelance videographers and some of them have video production companies. They always ask about being given the chance to show their proposals for the client’s yearly project and brag about beating my rate.

The company believed that it was important to give its members the chance to bid on this project. Every videographer or video company got the opportunity to participate.

I was a bit disturbed by this situation because I understand the desperation on some these people. They will do everything they can to close the deal even if they know that they will not gain any profit from it. Once they get the job, the client loses in the end.

Videographers won’t do a great job on a project if they are losing money. They’ll start out doing it right but as soon as they start to feel the strain on their finances, the quality of service will start to decline.

This is unfortunate for the client who chose them because they were the cheapest vendor.

To avoid losing to another company who is offering a cheaper price, I put three important points in my proposal.

1. Remove a couple thousand dollars but still make a reasonable earning from it.

2. Provide additional services despite the price reduction

3. Display the significance of the work I have contributed to the client’s association through the experience I have with the past projects I did for them. I also showed them the outcome of having another vendor do their project.

I did a $2000 rate reduction and added services that won’t eat too much of my time. I outlined all the tangible and intangible benefits that I have offered them in the past and will still keep on offering them. I have also listed the things that they got from my years of service even when they weren’t conscious about it.

Finally, I made sure the most powerful testimonials I have regarding my service with this type of event were included in the proposal. The top two testimonials were from the high executives of this client’s organization.

How can they decline my proposal?

I won the job!

Want to find out more about running a successful video production company, then visit Kris Simmons’s site to see how he’s helping talented and passionate filmmaking professionals make more money in the video production industry.