Dive summary:

• A study that drew responses from hundreds of contractors and subcontractors in the post-crash economy suggests that it is more profitable to focus business development on projects and customers where they can deliver value than it is to follow the pre-recession model and shoot for winning business with low prices.
• The study was conducted last year by Associated General Contractors and FMI Corp., which consults for the engineering and construction industries, and it found that contractors that are less profitable are spending more trying to get business compared with companies that target more carefully.
• The difference from the old, shotgun low-bid approach is to differentiate yourself from the competition by making the customer understand why your firm is the one that will be the best fit and will deliver the greatest value even if the price is not the lowest.

From the article:

"The ultimate goal is to meet the needs of the client in a way that no competitor can." ...