Posted by Rick on February 28, 1998 at 19:05:13 :
In Reply to: Re: What would you do? posted by Carl on February 28, 1998 at 08:59:03 :
: : Carl,
: : I have run into the same problem recently. I was bidding on an annual fashion show luncheon that we had catered in previous years. But as is usually the case with this type of event, the committee planning the event was a different group of volunteers from the previous years. When, they collected the proposals, we were one of the more expensive ones, and the committee was only concerned with price. I explained to the committee chairwoman that we were committed to them having a succesful and flawless event and that we had done their event in year's past and we knew how important the event is to them. I then convinced h
: Rick :
: What happened???? Please continue your post.... if you are having trouble email me.
:
: Carl
Sorry, I don't know why it only posted 1/2 of my message. Here's is the
other 1/2..... I convinced the chairwoman to fax me the other caterers
and restaurants proposals, and then asked her if I could set up an
appointment with her to review all the proposals to make sure that the
committee was comparing apples with apples and not apples with orange.
I was able to explain the difference in prices to her. I showed her that
the lowest bidder was not providing adequate staff for the service that
her group deserves. They were planning on using 1 server per 100 guests
for a buffet. I also explained to her that the lowest bidder does not
have mobile kitchen trucks like we do, and that means her group's food
could be sitting in warmers for 2+ hours. I then asked her if she was
entertaining in her home would she serve her guests food that was
prepared hours earlier. I then modified our proposal by redoing the
menu to bring the cost down, and told her how committed we were to doing
her event right and that because we had done the event in previous years
we were uniquely qualified to know her groups' habits, needs,
expectations, etc. Anyhow, I wish I could say that I convinced her, but
I didn't. (actually I convinced her, but not the whole committee) The
committee was still wanting to go with the lowest price. So after,
discussing the situation with the owner, we decided to donate the
rentals (china, glassware, tables, chairs, etc. for 600 people) for the
event. (we own these items). Anyhow, this meant that we would take a
significant hit on the event, and that in the end with labor, we would
basically be doing the event at cost. We weren't happy with this, but
Feb. is traditionally a slower month for us, and the event would be good
for cash flow. Also, we did not want to let another caterer get their
foot in the door with this group. All in all a very frustrating
experience. Not much of an answer, but it is what we did. Please e-mail
me if you come across a solution that doesn't involve doing an event at
cost. LOL
-Rick
I thought I'd pass along one more thing. When we invoice events, we
also include an evaluation form for them to return along with the
payment. In dealing with committees it is often helpful for us to showm
the evaluations for their event in prevoius years if we catered it. When
they see the evaluations filled out by their group in previous years, it
really helps in rebooking the event. Especially, if you are not among
the lowest bidders.
-Rick