Responding to RFPs for Facility Condition Assessments (FCAs) are often a cut and paste practice. Often, Service Providers miss out on what it really takes to win an RFP on value not just price. Over the past decade we have seen an emerging trend where clients are looking for ongoing value from their assessment data and service providers. Below we share the best ways to win and earn repeat business.
Key components of an FCA
FCAs check a building’s physical condition and infrastructure. This is the case whether it’s a major public agency or a private organization. Most are fairly standard, and need the following four processes completed:
- Identification and documentation of building and facility conditions
- Developing recommendations and corrective actions for all deficiencies
- Providing cost estimates for deficiencies and repairs
- Forecasting cost estimates for required work and renewal cost
Records of past assessments are usually included with the latest results as well.
Differentiating yourself in the FCA RFP process
To stand out, firms need to deliver more benefits with how they perform and deliver the assessment. So how can they build a strong value proposition in their response? Keep in mind these important considerations:
- Be transparent: During an FCA RFP, be sure to highlight how data is accessible to the client. AEC firms should provide real-time, customized data. This also involves being able to easily search for the information. Integrating it with other software systems is another important factor to consider. This will enable the client to translate the data into meaningful and actionable insights.
- Show true value by leveraging technology: Most clients are cost-conscious. Using software allows you to automate what used to be manual processes. More importantly, it gives you a competitive advantage over others. But tread carefully: what software you use can be a make-or-break decision down the road. This is especially if it fails to show how the client gets the most value for your work.
- Differentiate deliverables from the process: FCAs generally have two aspects. First is the physical assessment, and then the recommendations from the evaluation. Most FCA RFPs either blend these together, or focus too much on the assessment process. AEC firms should recognize that both are equally important. The most value firms can bring to the table may be their reporting and recommendations. But the process itself can be a differentiator in the RFP.
If you streamline your FCA with these tactics, you can incorporate that value proposition in your RFP response.
Winning FCA RFPs with 4tell™’s Facility Condition Assessment Software
Trade in your paper notepads and spreadsheets for intuitive software. 4tell™’s Facility Condition Assessment Module adapts to your FCA processes. It also enables your team to gather data, check inventory, capture GPS coordinates for site inspections and more. All with the push of a button. That’s the kind of process that moves you away from being simply a project-based vendor. You can become the most trusted, go-to advisor for your clients.
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