As a building engineer with a deep commitment to quality, ethics, and sound design, I face many challenges in my day-to-day work. However, one that has persistently tested my patience and diplomacy is the constant push from sales representatives in my company to slash prices on every proposal I prepare. It’s a dilemma that touches on my principles, the company’s integrity, and the value of our work.
The Cost of Good Work
When preparing a proposal, my goal is always to ensure that our service reflects our expertise and commitment to safety and excellence. Take a building façade inspection, for instance—a task that involves meticulous planning, on-site assessments, data analysis, and the preparation of comprehensive reports and drawings. It’s not a job that can be rushed or done in a matter of hours without compromising on quality.
Yet, I’ve had repeated conversations with sales representatives where the only concern seems to be: “Why is this so expensive? The Client wants a lower price.” Sure, another company might undercut our quote, but what corners are they cutting? Are they offering the same level of detail, safety assurances, and robust solutions that we do? Likely not.
Difficult Conversations
One particular exchange stands out. After we lost a job to a cheaper competitor, the sales representative came to me visibly upset.
“The other bidders offered 50% less than our price. Why are our prices so high?” he asked.
I handed him a detailed breakdown of our costs—everything from personnel hours to equipment, transportation, and report preparation.
“This is the bare minimum we need to cover our expenses and provide top-notch service,” I explained.
“The market is very competitive in this area. The Client only sees the price,” he replied.
I resisted the urge to roll my eyes. Instead, I pointed out that compromising on price would mean either delivering lower quality or operating at a loss—neither of which serves our company or reputation. But his frustration was palpable, and the blame hovered in the air, unspoken but heavy.
The Bigger Picture
What frustrates me the most isn’t the pressure itself—it’s the lack of understanding about the value of our work. As engineers, we don’t just design or inspect; we ensure safety, longevity, and compliance. These are not negotiable luxuries—they’re the very essence of what we do.
A sales representative’s job is important, but I sometimes wish they’d take the time to learn about what they’re selling. If the only selling point is price, then why even have a sales department? Any automated system can bid low.
A Lesson in Value
I firmly believe that our company should not aim to be the cheapest; we should aim to be the best. Cutting prices indiscriminately undermines not just our financial health but also the trust we’ve built with clients who value quality and reliability. It’s also a disservice to the talented engineers and staff whose work goes unappreciated when it’s reduced to a dollar figure.
To my sales colleagues and anyone else in this industry, I have one request: study the value of what we offer. Understand the effort, expertise, and care that go into every project. Advocate for our worth, not just our affordability.
A Final Thought
Sometimes, dealing with the price-slashing requests feels like managing a tantrum from an extra child. But just as I guide my boys with patience and love, I try to approach these situations with grace and clarity. In the end, my goal remains the same: to build safely, ethically, and with excellence—no matter the pressure.
