My suggestion is similar to those already posted:
Take care of your paying, "Good" Clients, and try to avoid the "Bozos"
Don't lose sleep, nor spend too much time dealing with possible "Bad Leads" (AKA: "Bozos", uncertain people, "Bid Farmers")
The prospective Client mentioned in your first post might be unable to perform any Improvement work, due to financial reasons (no $$$ for Improvements, they lost Clients, etc.), or they just do not have any idea of what Improvements to do, and instead of appearing ignorant to their needs, simply say things like "We Have Someone Already", or similar.
Unfortunately, there always will be prospective Clients whom use the same statements of:
"we're cutting back",
"We have some major projects"
(implied: that you couldn't possibly handle)
and
"We're tied into the guy we use"
as "Bait" to get someone to do the impossible, for almost free!
Be very cautious of possible Clients whom "Will give you work, if you can beat my normal Guy's price", as these people are either looking for a budget price to use on a job, have some absolutely unreal base number from "the normal Guy", or will expect you to do way more than what you agreed to per contract.
Other warning signs of possible issues with prospective Clients would include things like:
* "We need a bid tomorrow",
* "We have no Plans for Bid, but we can give you an idea of what to do",
* "You need to design and build everything, but we have no specs or design constraints",
* "We have lots of work, just give us a good price now, and you are guaranteed to get future work",
* "We do not want to obtain permits for any work"
There is a certain GC whom demands way too much from the subs, and consequentially, we avoid bidding Design + Design/Build projects for them.
If we do submit a proposal, there are highly defined exclusions, specific inclusions, plus a disclaimer regarding the point where things become an "Extra" &/or Change Order.
We provide a competitive bid, but things are outlined as to avoid me/our Company having to do _THEIR_ work for free.
Good luck with your Contracting work.
Always remember the Definition of a Winning Bid:
... A Poker Game where the lowest hand wins!
The Winning Contractor is the one with the losing hand which won the game!
Scott
