For Property Service Professionals — Janitorial · Security · Landscaping
Stop Losing on Price. Start Winning on Value.
Janitorial companies, security firms, and landscaping contractors hire me because of my 40+ years as the Property Manager on the other side of the table — awarding contracts, rejecting low bids, and watching capable companies lose business they deserved to win.
I'll show you how to win profitable contracts, grow your margins, and help your BDMs earn the commissions they deserve without cutting your price.
Four decades inside the industry's leading organizations.
40+ years in Property Management
$5B+ in CRE Assets Managed
$100M+ in Service Contracts Awarded
The Lowest Bid is Rarely the Lowest Cost
High-quality service providers don't usually lose because they lack capability. They lose because their value is vague — hard to see, measure, or defend.
When a Property Manager cannot clearly distinguish one provider from another, price becomes the only basis for the award. That creates the Low-Bid Trap — and the consequences ripple far beyond the service company.
Property Manager
More complaints, oversight, disruption, and risk — forced to defend a decision they knew was wrong.
Property Owner
Inconsistent performance, dissatisfied occupants, and hidden costs that far exceed the initial savings.
Tenants
Declining service quality, unresolved issues, and a diminished experience that erodes lease renewal decisions.
Leasing Broker
A property that underperforms is harder to lease, harder to show, and harder to defend to prospective tenants.
Service Provider
Shrinking margins, impossible expectations, strained delivery — and BDMs who can't earn real commissions.
The Low-Bid Trap doesn't just hurt the service provider. It costs everyone in the building.
When you can articulate what the lowest bid costs every stakeholder, you stop being a vendor and become the Property Manager's ally.
Three-Step Path to Sales Mastery
The Simple Path to Winning on Value
Every stronger service relationship begins with these three moves.
Step 1
Make Value Visible
Differentiate through credibility, clear communication, and measurable outcomes — so buyers can justify choosing you.
Build trust before the RFP
Communicate outcomes, not features
Shift conversations beyond price
Step 2
Win the Right Business
Focus on opportunities that fit your strengths, team, and growth goals — not every RFP that lands in your inbox.
Identify ideal clients and properties
Qualify before proposing
Protect margins and resources
Step 3
Build Lasting Partnerships
Become an indispensable extension of the management team — a trusted steward of the asset, not a replaceable vendor.
Strengthen client relationships
Deliver measurable value
Generate sustainable growth
Your 5-Day Path Out of the Low-Bid Trap
One lesson each day. One audio companion. One action you can apply immediately — free.
Day 1 — Size UP
Pursue the right opportunities
Stop chasing every RFP. Start qualifying clients before you invest proposal time and margin.
Day 2 — Show UP
Become the obvious choice
Learn how PMs form opinions about service companies long before the formal process begins.
Day 3 — Speak UP
Lead the value conversation
Move discussions from services and price to outcomes, risk reduction, and tenant experience.
Day 4 — Sell UP
Prove your value with metrics
Use evidence, retention rates, and measurable proof to help buyers defend your price.
Day 5 — Level UP
Build your value growth blueprint
Leave with a personalized 90-day action plan for winning better business without cutting price.
The Low-Bid Trap Escape Plan
One lesson each day. One audio companion. One action you can apply immediately — free.
A quick word from Gip on his approach on coaching based on values.
Meet Your Mentor
Gip Erskine, CPM®, CCIM®
I spent more than 40 years on the other side of the table — reviewing your proposals, awarding your contracts, and watching capable companies lose business they deserved to win.
I have evaluated janitorial, security, and landscaping providers across millions of square feet of commercial property. I have defended recommendations to ownership, managed underperforming contractors, and helped award more than $100 million in property service contracts.
Along the way I kept seeing the same painful pattern. Excellent companies — companies that genuinely outperformed the competition — kept losing to lower bids. Not because they lacked capability. Because they had never learned to make their value visible.
Values~Driven Coaching was built to close that gap.
This is not about manipulation, pressure, or clever closing techniques. It is about clarity, service, evidence, and becoming worthy of the opportunity you seek.
Your next proposal should not be the first time they see your value.
Begin the free five-day course and build a better path to the right business.
100% Free. Unsubscribe at any time.
