最近，客户竞标公司最大的合同之一，即公共项目，并有牢固的出价时间。
The bid bond was approved with very little wiggle room for re-approval at a higher amount. If awarded, the contract would be the contractor’s largest single project. It also was over their aggregate bonding program level at the time of the bid.
My client called about 45 minutes before bid time. The job was coming in about 25% over the owner’s budget. That was substantially over the 10% level that bonding companies typically allow for higher bids without calling for reapproval.
我打电话给承销商，他在一个著名的国家保证人中处理此帐户。我们讨论了债券公司会考虑的几种选择，并且承包商可能想接受。电话会议结束后，如果出价金额比原始估计值低25％，则所有商定的批准都是有可能的。
出价到期的六分钟，我们接到了客户的另一个电话。该数字比估计值略高于10％。还有另外一分钟的电话会议。出价以该数量的批准，并在前面讨论的条件下为四分钟，直到出价时间为止。
事实证明，我们的客户没有正确的数字，但这不是故事的重点。
顺便说一句，我是否提到承销商当天正在度假，外地家庭成员来访？这位承销商了解这些天工作所需的成本，时间和精力。
那天他不必接听电话。我们本来会试图与他办公室的其他人交谈，但他比其他任何人都更了解承包商。那是团队的精神，可以帮助我们行业中的许多人获得工作。
Great opportunities are very hard to find in this market. When a bid is prepared, many people have an interest in its success. The subs, suppliers, owner's personnel and the contractor all have a high stake in each bid.
Bond underwriters who are willing to take time to know their clients, and contractors willing to spend time building the relationship with their surety, help make a lot of people successful.
请记住，我们提供的投标债券的两到三块纸是任何采购过程的关键要素。许多人取决于联系团队和承包商如何共同努力。
这个例子无济于事，可以解决承包商的不眠之夜。没有人参与其中，没有时间睡觉，然后做出决定。
这个故事应该给一些承包商带来不眠之夜。那些需要对公司成功至关重要的事情的人需要与将要决定影响承包商业务的决策的主要参与者建立牢固的长期关系。
If you think of areas where you don’t have those relationships, you might want to stay awake for a few nights and figure out how you can fix it!
