Bidding in a New County or State: How to Use Comps Without Getting Burned

Bidding in a new county or state: the fastest way to donate margin

Expansion is a common growth move for SMB civil contractors.

It is also where many contractors get hurt.

The pattern is predictable:

• you use home-market unit prices and assumptions
• you miss local norms (haul, subs, specs, production expectations)
• you either overbid and waste time or underbid and donate profit

This guide shows a safer way to expand using real comps.

[Image: Hero – map with dots + “start narrow” callout (IMG-04).]

Rule 1: do not expand scope and geography at the same time

Pick one:

• expand geography but keep scope constant
• expand scope but keep geography constant

Doing both means you have too many unknowns.

Rule 2: start with comps before you chase work

Before you invest estimator time, pull:

• 5-10 comparable jobs in the target area
• key pay item price ranges
• typical bidder counts and usual winners

If the market range is below your floor, do not chase.

[Image: Historical Bid Search filtered to target county/state (IMG-06).]

Rule 3: account for local drivers (the stuff that makes numbers different)

Even on similar scope, these drivers change unit prices:

• haul distance norms and disposal costs
• local wage and labor availability
• subcontractor availability (and how they price)
• agency-specific specs and risk allocations
• seasonality (some areas bid and build differently)

You do not need to guess these if you can see the market behavior.

Rule 4: pick a disciplined entry strategy

A practical entry strategy:

1. Bid small first (or bid as a sub on a local prime)
2. Choose one agency and one scope category to start
3. Use comps to validate your units before bid day
4. Track results and adjust

The goal is learning without donating margin.

Rule 5: watch for the “local advantage” competitors

In many markets, a handful of contractors have structural advantages:

• local material sources
• internal trucking
• specialty crews
• deep agency familiarity

If you are entering against those firms, you need either:

• a different lane (another scope category)
• a partnership
• or acceptance that the odds are low

Where PinPoint helps

PinPoint makes the first part of expansion (comps and market ranges) fast:

• /estimating-support-software/historical-bid-search
• /estimating-support-software/bid-intelligence

And it helps you see who dominates the market:

• /estimating-support-software/competitor-insights