If you’re responding to bids, you’re already behind. In the glass industry, the most successful distributors shape specs long before formal procurement begins. This is the essence of bid influence strategy—and it’s how you convert short-term projects into strategic long-term partnerships.
Start by training your sales and technical teams to identify pre-bid signals:
New development announcements.
Design planning stages at architectural firms.
RFPs requesting technical recommendations instead of fixed specs.
Then, offer more than pricing. Provide:
Energy efficiency data on low-E or triple-pane options.
Installation guides for oversized lites in tight urban projects.
Sample performance specs or spec-sheet generation assistance.
Position your team as part of the value engineering process—not just the quote response. One Illinois distributor worked hand-in-hand with a commercial architect to spec custom laminated acoustic glass into a LEED-certified school design. They weren’t the lowest bidder—but they won the job and two follow-ons.
Bid influence builds loyalty by making you part of the build—not just a box on a spreadsheet.
