On most bids, a meaningful share of the price arrives in the last few hours, from firms that are not yours, in formats you did not choose. The general contractor then has to assemble a defensible number out of it before close. Every estimator has resolved to fix this by chasing quotes earlier. It does not work, and it is worth understanding why before spending another cycle on it. ## Why they arrive late, and why that will not change Subcontractors are bidding the same tender under the same deadline, to several generals at once. Quoting early to one of them means committing a price before their own suppliers have responded, and it exposes them to being shopped. Holding the quote until the last hours is not disorganization. It is the rational strategy given their position, and no amount of relationship management changes the incentive. Plan for it as a fixed condition of the work rather than a failure to be corrected. ## 1. Build the slot before the quote exists The expensive version of a late quote is one that arrives into an estimate with no place ready for it. The number has to be understood, compared, entered, and then propagated through markups, bonding and taxes under time pressure. The cheap version is a line that already exists, carrying a plug value, with the markup structure already applied. The arriving quote replaces one figure and the total updates. That difference is entirely preparation, and it is available on day one. ## 2. Compare scope, not price Two quotes for the same trade are almost never for the same work. One includes the hoisting, the other assumes it is provided. One carries the seasonal protection, the other excludes it. One prices the specified product, the other an alternate that may or may not be approved. Ranking quotes by price without normalizing scope is the most common way a bid is won for the wrong reason. The apparent saving is a gap that becomes yours after award. Normalize before comparing: list what each quote includes, what it excludes, and what it assumes someone else provides. The lowest normalized quote is frequently not the lowest quoted number. ## 3. The aggregate of exclusions is your gap Every sub quote carries exclusions. Individually they look reasonable and each is a small, negotiable item. Collectively they are the difference between the sum of your quotes and the scope the tender obliges you to deliver. Nobody owns that difference by default, which is precisely why it is missed. It appears on no quote, in no trade, and in no line of the estimate. Maintain the aggregate as a running list against the tender's own requirements rather than against the trades. The question is not whether each quote is complete on its own terms — it is whether the tender's scope is covered once every quote is laid end to end. ## 4. Decide the substitution rule in advance When a quote arrives forty minutes before close and is eight percent below the carried plug, there is not time to evaluate it properly. The decision then gets made on instinct, under pressure, by whoever is holding the spreadsheet. Set the rule while the room is calm. What variance triggers a scope check rather than a substitution. Who is authorized to accept a quote from a firm not on the approved list. What happens to a quote that arrives after the internal cutoff. Written down beforehand, these are policy. Decided in the moment, they are whatever the most tired person in the room thinks. ## 5. Give the last hour back to the price An internal cutoff earlier than the tender close is the single most effective control here, and it is unpopular for an obvious reason: it appears to leave money on the table. It does not. It moves the deadline for a decision to a point where a decision can still be made properly. The final hour before a public close should be spent verifying the submission package, not repricing a trade. Related reading: [the quantities to re-check before you price](/blog/quantities-to-recheck-before-you-price).