For more than 30 years, Arbor Age magazine has been covering new and innovative products, services, technology and research vital to tree care companies, municipal arborists and utility right-of-way maintenance companies
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www.arborage.com ARBOR AGE OCTOBER 2014 27 VEGETATION MANAGEMENT fi rst arborist approaches within 10 feet of a conductor energized at 750 volts or more. To ensure your company is qualifi ed, the utility will review your safety manual, which must be up to date. It always helps to reference the applicable OSHA requirements and current ANSI (American National Standards Institute) standards. While qualifi ed workers and proper insurance are vital, you can also stand out in other ways. Consider highlighting positive relationships you may have with local municipalities. A company looking to be a go-to vendor in storm restoration work, for example, will be well served if it is locally known and respected. If you have knowledge of historic trees, scenic roads, and alternate routes, you likely will be able to work more effi ciently and be more resourceful when dealing with road closures and downed lines during storm work. You also could have an advantage dealing with sensitive customer conditions if power outages turn into multi- day events. Capitalize on these local relationships and strengths by adding them to your bid. Highlight past successes — especially if they show a proven ability to respond quickly and work well with municipal contacts. Sell yourself and the relationships you've worked hard to build and maintain. SUCCEEDING IN THE PROPOSAL PROCESS As a contract line-clearance company, you can take several steps to set yourself apart from the competition during the utility's bid process. First, consider presentation; a clean and well-written cover letter that is professional-looking and includes your company logo can make a big difference in how you are perceived. Unless the utility has requested hard copies of a proposal document, it is usually easiest to submit your bid electronically. Take the time to make sure it reads professionally and accurately, and that you have addressed all the requirements in the request for proposal (RFP). If you have questions, concerns, or alternate ideas for completing the work, don't be afraid to note them — especially if your ideas have the potential to save the utility time and money. Smaller companies concerned about bidding against larger companies may consider highlighting unique resources that can set them apart or designate them as specialty partner on a job-by-job basis. These resources may include special equipment such as a crane, a backyard bucket, mowing equipment, climbers, or the ability to handle large, diffi cult tree removals. One mistake bidding contractors often make — that is easy to fi x and may make a big difference in the outcome of work award — is not fully responding to the utility's questions in the RFP. When a vendor declines to answer certain questions or responds with a blanket statement such as, "To be disclosed upon project award," the utility may not have enough information to make an informed decision. It may also view the contractor as lacking credibility. Assume the utility will review and evaluate each question, and will evaluate your responses based on both price and information provided. The biggest mistake bidding contractors make is not taking the time to ensure they fully understand the work or requirements of the bid. If you don't understand part of the RFP or aren't sure how much information is required, ask! Get clarifi cation on the process of bid evaluation. Avail yourself of the opportunity to present yourself in best light by highlighting both required and specialized skills. The following tips can also help you stand out in the bid process: Give as much detail as you feel comfortable providing. If you could offer different pricing for different volumes or combinations of work award, explain this with as much detail as you can. Provide safety manuals electronically whenever possible. These documents can be hundreds of pages long and unwieldy for a utility to sort or fi le.