The Walkthrough Win

You walk the site, send an hourly rate by email and lose to someone two percent cheaper who presented a scope. The Walkthrough Win turns the site visit into a sales conversation and the proposal into a document that wins the contract at full margin, against two cheaper bids.

Built for commercial service contractors who are better at the work than at the pitch, and who want a repeatable way to win tenders without discounting.

WHAT'S INSIDE

Chapter 1. Before the Walkthrough
The 15-minute pre-visit research that tells you who the real decision-maker is, what went wrong with the current supplier and what the budget probably is.

Chapter 2. The Walkthrough Checklist
How to run the site visit as a structured consultation: the questions that uncover the real problem, the areas to inspect, the photos to take and how to leave as the obvious choice.

Chapter 3. Scope, Not Hours
How to replace the hourly rate with a scope-based proposal: frequencies, areas, standards, consumables and exclusions, written so the client compares value instead of price.

Chapter 4. Pricing That Holds Margin
The pricing model for recurring contracts: labour loading, supervision, consumables, equipment, travel and the margin floor you never go under, with the maths for monthly, quarterly and annual billing.

Chapter 5. The Proposal Document
The 8-page proposal layout that wins against national firms: executive summary, understanding of the site, scope, service standards, transition plan, team, pricing and references.

Chapter 6. The Presentation Meeting
How to present the proposal in person or on a call, handle the price objection, and ask for the decision in the room.

Chapter 7. Tender Responses
How to answer formal tenders and RFPs from schools, councils, healthcare groups and corporates: compliance matrix, scoring criteria, method statements and the sections that lose points.

Chapter 8. The 30-Day Transition
The start-up plan that makes the first month flawless, because the first month decides the renewal.

Includes 16 ready-to-use templates: the pre-visit research sheet, the walkthrough checklist, the scope builder, the pricing calculator, the 8-page proposal template, the presentation agenda, the objection handling sheet, the tender compliance matrix, 3 method statement templates and the 30-day transition plan. Plus 9 AI prompts to draft proposals and tender answers in minutes.

WHO IT IS FOR

Commercial cleaning, grounds, pest control, window and facility service owners who are already getting walkthrough requests and tenders but win fewer than one in four. For companies with 2 to 50 staff that want to stop competing on hourly rate and start winning on scope.

Not for one-off job quoting or residential work.

FORMAT

Digital download, PDF, 124 pages. Instant access after checkout, plus a separate templates folder with the pricing calculator in spreadsheet format. Compatible with any device. Yours forever, no subscription.