Three quotes for the same construction project, three different amounts. Identifying the cheapest one is easy. Determining which quotes are truly comparable in terms of content is a lot harder. According to Fabrizio Briganti, Sales Manager Projects at Group Ceyssens, it therefore pays to look beyond just the price. “A quote only means something when you also know exactly what is included.”
Why is it so difficult to compare quotes one-on-one?
Fabrizio: “Because two quotes can describe the same thing at first glance, while the technical implementation differs. For example, a glass section, façade or window solution can be composed of different materials, profiles or systems. The finish, mounting method or technical performance can also differ.
In addition, it is important to look at what is included. Transport, installation, site coordination, crane work, aerial work platforms or service can be part of the price, but can just as easily be charged separately. That is why you first have to check whether you are really comparing the same scope.”
What is the best thing to look at first?
Fabrizio: “I would start with the materials and performance. Which glazing, profiles or systems are being used? And do they meet the performance requirements you need for the project?
This involves, for example, insulation, sun protection, acoustics or safety. The most important thing is that these matters are clearly described, so that you know exactly what is being offered.”
Is a brand name enough to judge quality?
Fabrizio: “No. A brand name can be relevant, but it doesn’t tell the whole story. You should primarily look at the properties of the product and the performance achieved with it.
The same applies to documentation. Which technical data sheets, certificates or other evidence are available? Which documents are required differs per product or application, but claims made must be able to be substantiated.”
What role does the distribution of responsibilities play?
Fabrizio: “A very large one. Especially for larger or technically complex projects. Who handles the drawing work and technical preparation? Who produces? Who installs? Who coordinates on site? And who remains the point of contact if a question or problem arises later?
If different parties each take on a piece of the project, it must be very clear where one responsibility ends and the other begins.”
How does Group Ceyssens define quality itself?
Fabrizio: “For us, quality must be demonstrable. That is why we pay attention to the traceability of the materials we process and to relevant certification and controls.
Exactly which standards, certificates or controls apply depends on the product and the project. That is why we always look at it within the right context. Quality should not be a vague concept. You must be able to demonstrate what you are basing it on.”
You also place a strong emphasis on in-house expertise. Why is that important?
Fabrizio: “Because we can guide various steps within a project ourselves. From engineering and technical preparation to production, installation and service.
This makes it easier to make solutions practically feasible. Different disciplines work together and the technical knowledge remains available throughout the process. This is a major advantage, especially for complex projects.”
And what about after completion?
Fabrizio: “That is also part of the comparison. A project doesn’t necessarily stop as soon as the glass, joinery or façade is installed.
That’s why it’s good to know in advance who you can contact in the event of damage, a technical problem or another intervention. Service and aftercare may be less visible in a quote, but they are part of what you ultimately buy.”
So: the cheapest quote is not automatically the best?
Fabrizio: “I wouldn’t put it that black and white. Price obviously remains an important criterion. It’s just that the total amount doesn’t tell the whole story.
You also have to look at the content, performance, evidence, responsibilities and the service included. In addition, it pays to request references, view previous projects and talk to architects or other parties who have already worked with the supplier. Their experiences can provide valuable insights and help to address potential points of attention even before the start of the project.
Only when you put all those elements side by side do you get a complete picture of what you are comparing and can you make an informed choice.”
Project on the horizon? Group Ceyssens would be happy to look at the technical requirements and possibilities together.