It's normal to work harder to win work...

摘要

Tendering - and finding projects to tender for - is typically taking up far more management time than previously. "It takes a lot more management time in terms of finding out what's available and getting on the lists," says Steve Burditt, managing director of contractor Steele & Bray in Northampton. "We're probably working harder and doing less."Hampshire-based Wilding & Butler says its strike rate has dropped. "Previously, we'd expect to win one in three jobs, or one in four - now it's more like one in eight. We're having to look at every possible avenue when pricing a tender, finding the key to carrying out a job. We're being a lot smarter when it comes to tendering. At this level, one wrong move and you've racked up a loss," says director Phil Wilding.