Three quotations for the same construction project, three different prices. Identifying the cheapest option is easy. Determining which quotations are genuinely comparable is much more difficult. According to Fabrizio Briganti, Sales Manager at Group Ceyssens, it pays to look beyond the price alone. “A quotation only tells you so much if you don’t know exactly […]
Three quotations for the same construction project, three different prices. Identifying the cheapest option is easy. Determining which quotations are genuinely comparable is much more difficult. According to Fabrizio Briganti, Sales Manager at Group Ceyssens, it pays to look beyond the price alone. “A quotation only tells you so much if you don’t know exactly what’s included.”
Fabrizio: “Because two quotations may appear to describe the same solution, while the technical specifications differ. A glazed façade, curtain wall or window system, for example, may use different materials, profiles or systems. The finishing, installation method or technical performance may also vary.
It’s also important to look at what’s included. Transport, installation, site coordination or service may be part of the price, but they can just as easily be charged separately. That’s why you first need to check whether you’re actually comparing the same scope of work.”
Fabrizio: “I’d start with the materials and performance specifications. What type of glazing is specified? Which profiles or systems are being used? And do they meet the performance requirements of your project?
This could include thermal insulation, solar control, acoustic performance or safety. The key is to make sure these aspects are clearly specified, so you know exactly what’s being offered.”
Fabrizio: “No. A brand name can be relevant, but it doesn’t tell the whole story. What really matters are the product’s properties and the performance it delivers.
The same applies to documentation. Which technical data sheets, certificates or other supporting documents are available? The required documentation varies depending on the product or application, but any claims made should be backed up by evidence.”
Fabrizio: “Extremely important, especially for larger or technically complex projects. Who handles the technical drawings and preparation? Who manufactures the components? Who installs them? Who coordinates the work on site? And who remains the point of contact if questions or problems arise later?
When several parties are responsible for different parts of a project, it must be absolutely clear where one party’s responsibilities end and another’s begin.”
Fabrizio: “For us, quality has to be demonstrable. That’s why we pay close attention to the traceability of the materials we use, as well as relevant certifications and inspections.
The specific standards, certificates and inspections that apply depend on the product and the project. We therefore assess these requirements in their proper context. Quality shouldn’t be a vague concept. You need to be able to demonstrate what your claims are based on.”
Fabrizio: “Because we can manage several stages of a project ourselves, from engineering and technical preparation through to production, installation and service.
This makes it easier to develop solutions that are also practical to implement. Different disciplines work together, and technical expertise remains available throughout the process. That’s a significant advantage, particularly on complex projects.”
Fabrizio: “That’s also part of the comparison. A project doesn’t necessarily end once the glazing, windows, doors or façade have been installed.
That’s why it’s important to know in advance who you can contact in the event of damage, a technical issue or another required intervention. Service and aftercare may be less visible in a quotation, but they’re still part of what you’re ultimately paying for.”
Fabrizio: “I wouldn’t put it quite so categorically. Price obviously remains an important factor. But the total amount doesn’t tell the whole story.
You also need to consider the scope, performance specifications, supporting documentation, responsibilities and included services. Only when you compare all these elements can you determine whether you’re genuinely comparing like for like.”
Have an upcoming project? Group Ceyssens would be happy to discuss the technical requirements and possibilities with you.