If you win nearly every tender, check the price

A full order book can still hide a weak price

Winning most tenders feels like proof the market likes you. But when every job lands in your column, it can also mean your price is carrying too little margin. A busy diary does not fix a thin quote. It often just means you are turning work over faster than the profit can keep up. ([business.gov.au](https://business.gov.au/products-and-services/choose-a-pricing-strategy?utm_source=openai))

That matters because costs do not pause for a good win rate. Labour, insurance, supervision, admin and GST still need to be covered, and a quote should include all relevant costs with a fair margin. Business.gov.au also says a contract formed by acceptance is legally binding, so the number you promise has real consequences later. ([business.gov.au](https://business.gov.au/products-and-services/choose-a-pricing-strategy?utm_source=openai))

Use the market as a guide, not a crutch

Start with the market, but use it as a guide, not a target to copy. Compare like with like: same scope, timing, access and risk. Business.gov.au says competitor prices can inform a going-rate strategy, but your price still has to cover costs and reflect your value. If you are always cheapest, ask why. ([business.gov.au](https://business.gov.au/products-and-services/choose-a-pricing-strategy?utm_source=openai))

Check whether you are comparing the full job or only the visible headline. Small misses add up quickly: mobilisations, temporary works, supervision, waste, warranty calls and admin time. If the market is above you by a healthy margin, that may be a sign your estimate is too lean, not that the whole industry is wrong. ([business.gov.au](https://business.gov.au/products-and-services/choose-a-pricing-strategy?utm_source=openai))

Source: Official guidance

Check what your won jobs really return

Then audit the jobs you have already won. Break-even and margin figures show whether a sale actually contributes enough after direct costs and overheads. Business Victoria says the sales price must cover the cost of the goods or service plus overheads before profit starts, which is the number that matters when the pipeline looks full. ([business.vic.gov.au](https://business.vic.gov.au/business-information/finance/pricing-for-profit/calculate-your-breakeven-point-margin-and-markup?utm_source=openai))

Look at a few real tenders, not one heroic example. If the work won by discounting is also the work that overruns, needs rework or drags on cash, the issue is not luck. It is a pricing pattern. That is where the business can look successful on paper while the bank balance tells a different story. ([business.vic.gov.au](https://business.vic.gov.au/business-information/finance/pricing-for-profit/calculate-your-breakeven-point-margin-and-markup?utm_source=openai))

Put risk back into the number

Risk belongs in the price. Business.gov.au recommends including materials, labour, overheads and tax in your calculations, then adjusting when market conditions or costs change. For contractors, that also means delay, variation risk, site constraints, warranty exposure and the time your team spends managing the client. If that risk is real, it is not free. ([business.gov.au](https://business.gov.au/products-and-services/choose-a-pricing-strategy?utm_source=openai))

Do not hide risk inside hope. If the client wants a sharper number, offer a narrower scope, clearer exclusions or a different payment structure. A quote that looks competitive but leaves you exposed can cost more than walking away. The point is to protect capacity for work that pays properly, not to buy revenue with margin. ([business.gov.au](https://business.gov.au/products-and-services/choose-a-pricing-strategy?utm_source=openai))

Walk away before cheap work drains you

The hardest move is to decline some work. But once you know the margins, some jobs are not worth taking, especially if they crowd out better work or strain cash flow. A job that keeps the crews busy but does not support the business is not a win. It is a distraction with invoices attached. ([business.gov.au](https://business.gov.au/guide/guide-to-managing-cash-flow?utm_source=openai))

Today, pull one recent tender, compare it with the market, and recast the margin with all costs and a risk allowance. If the number still looks weak, step back from that type of work or reset the price before the next quote goes out. If you want a practical turnaround review, call CRP today about turnaround support. ([business.gov.au](https://business.gov.au/products-and-services/choose-a-pricing-strategy?utm_source=openai))