The American Fire Sprinkler Association (AFSA) announces the addition of its newest title Estimating, Bidding, Selling, and Contracting for Fire Sprinkler Systems, the association’s first training program for fire sprinkler sales representatives. Based on proven techniques and best practices of successful fire sprinkler contractors across the country, this book is a detailed guide to selling fire sprinkler systems – from receiving the bid request to the post-bid review.
This sales training guide walks through every step of the process carefully explaining how-to define the scope of work, how to estimate all of your actual costs, the elements needed to properly prepare a bid, how to pull all the elements together into a professional proposal and what to look for in the final contract. Estimating, Bidding, Selling, and Contracting for Fire Sprinkler Systems is divided into four sections of six lessons each: Estimating Fire Sprinkler Systems, Bidding Fire Sprinkler Systems, Selling The Fire Sprinkler System, and Contracting for Fire Sprinkler Systems.
Estimating Fire Sprinkler Systems introduces the reader to the basic principals of estimating fire sprinkler work including techniques and explores the importance of proper budgeting and controlling materials and time. In determining these essential components, this module primarily focuses on the importance of pre-planning prior to bidding the project, such as the different aspects of the job including the proper questions to ask prior to starting a project and the pitfalls to avoid.
The second installment, Bidding Fire Sprinkler Systems, explores the subtle nuances including procedures and legalities of submitting a proposal for a fire sprinkler system. Building on part one, this unit covers the bidding process from start to finish – from determining the bid date and time to how-to write a proposal without common procedural or legal mistakes contractors frequently make when bidding fire sprinkler work.
After completing the estimate and submitting bid, Selling The Fire Sprinkler System provides the sales representative with helpful steps to help sell his/her proposal with in-depth instructions such as tips on presenting their case and asking for the order and what to do after the job is sold with the customers and within your our company.
Contracting for Fire Sprinkler Systems, the final segment, examines critical points such as change orders, delays, and contracts including dealing with boilerplate language and conduit clauses in addition to exclusions and clarifications. Goal setting and time tracking are addressed, as well as the issues of working with other subcontractors, and the proper way to evaluate performance and productivity. Contract disputes and payment terms are also outlined in this unit.
Written by industry veteran Michael L. Brown, author of foreman training manual The Leadership Ladder, and including input from successful contractor’s from across the country, this vocational training has over 300 pages of practical advice and sample forms for estimating, checklists and other materials that any fire protection company, large or small, can use to produce competitive bids.
Now on sale, Estimating, Bidding, Selling, and Contracting for Fire Sprinkler Systems is available for immediate shipment. Cost is $150 for AFSA members and $250 for non-members. For more information or to order, visit AFSA’s online store at www.firesprinkler.org/store.html or call (214) 349-5965.
About AFSA
Established in 1981, the American Fire Sprinkler Association is an international association representing fire sprinkler contractors. AFSA is dedicated to the educational and professional advancement of the automatic fire sprinkler industry.
