Episode Description:
Estimating in building automation is not just about pricing. It's about influencing how a project performs, how it's delivered, and whether it turns a profit. If you're involved in estimating, bidding, or scoping BAS work, this episode is built for you.
Michael Roper expands on the fundamentals from a previous episode and takes a deeper look at how to approach estimating with accuracy and control. The focus is on precision, awareness, and building estimates that hold up in the field.
In this episode, you'll explore:
- How strategic thinking affects estimating outcomes
- Where complexity hides in pricing and scope
- Why certain risks get missed during takeoff
- What separates accurate estimates from guesswork
- Which tools and internal knowledge help improve margin control
If you’ve ever dealt with missed labor, vague specs, or post-award surprises, this episode helps you tighten up the process and build confidence in your numbers.
Click here to download or listen to this episode now.Podcast Video
The Hidden Drivers of BAS Estimating Accuracy: What Estimators Need to Rethink
In Building Automation Systems (BAS), estimating is not a clerical task. It is a frontline role that shapes profitability, project outcomes, and client satisfaction. Episode 502 of the Smart Buildings Academy Podcast dives deep into the layers of BAS estimating, exposing the risks, strategies, and systems that professionals need to understand to stay competitive.
Estimating as Strategy, Not Math
Most estimators treat estimating as a process of counting parts and assigning labor hours. That approach leaves too much on the table. Every estimate is a blueprint for either success or cost overrun. The estimator's mindset must shift toward seeing each estimate as a strategic decision that influences everything from margin to client expectations.
Before touching the drawings, estimators should ask:
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What does the customer actually want—performance, cost savings, speed, or integration?
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Who is driving the project—GC, owner, or design-build team?
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What risks are buried in the sequence or specs?
These questions aren't about paperwork. They determine labor strategy, scope boundaries, and how to defend margin against volatility.
Complexity Isn't Just Technical
Modern BAS projects carry complexity beyond hardware and software. They involve shifting protocols, legacy systems, and cloud-connected environments. Integration challenges with BACnet, Modbus, or LonTalk add risk that many estimators overlook.
For example, integrating legacy systems into a BACnet IP platform may trigger IT coordination, firewall rules, and licensing fees. Without accurate planning, these variables can destroy profitability. Estimators must work with technicians and project managers to define realistic timelines and labor effort. This includes scope for rework, owner training, coordination calls, and front-end graphics.
Tools Are Useful Only with Context
Estimating software helps with organization and repeatability, but it is not a replacement for judgment. Templates and tiered complexity models (basic, intermediate, complex) help standardize labor factors, but estimators must still apply situational awareness. The same task can vary greatly in effort depending on technician experience and project conditions.
Data matters. Accurate estimates come from interviewing internal teams, tracking actuals, and comparing them against forecasts. Offices that maintain a feedback loop from post-job reviews consistently achieve more accurate bid performance.
Underestimations That Hurt
Common blind spots in BAS estimating include:
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Owner training expectations
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IT setup, firewall access, and certificates
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Missed graphics labor
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Incomplete scope notes for subcontractors
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Unescalated material pricing
These gaps turn into rework, change orders, or strained relationships with clients. Building a scope clarification sheet, tagging assumptions, and documenting exclusions are not optional—they are safeguards.
Estimators Shape Project DNA
An estimate doesn't just win a job. It becomes the reference point for execution. From labor hours to hardware counts to integration strategy, it defines how a team delivers. Missed details in estimating often become pain points for project managers and field teams.
The best estimators think like project managers. They anticipate challenges, track real-world execution, and apply those lessons forward. They don’t inflate numbers to play it safe. They build lean, defensible estimates that protect the company and meet the customer's needs.
Estimating That Wins and Delivers
Accurate estimating balances technical knowledge, project vision, and business goals. Estimators must understand the building, the team, and the customer. They must visualize what success looks like once the job is live and the warranty clock is ticking.
To win work and deliver consistently, estimators need to ask:
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What risks can I eliminate before handoff?
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What scope needs to be clarified now to avoid change orders later?
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How can I remain competitive without compromising delivery?
The difference between winning the job and winning the outcome lies in how well these questions are answered before the quote is ever submitted.
For a deeper discussion and insights from the field, listen to this episode on the Smart Buildings Academy podcast.
