Masonry Magazine April 1999 Page. 28
Contractor List
The estimator will almost never just take the info and hang up (unless he's on a bid deadline in which case you don't want to take up his time). A conversation normally ensues and gives you a chance to feel him out about potential work opportunities.
Why Me?
When it comes to increasing your sales with the CGC, the goal is to give them a reason to choose you. Of course, low price catches a lot of attention but, I can assure you, it's not the sole determining factor. Many times I've chosen to go with the 2nd or 3rd highest number simply because I felt more trusting and confident in their ability to get the job done. This isn't just rhetoric - and the CGC mind-set is really relatively easy to understand. When weighing a (perhaps) $70,000 sub-contracted line-item, 1-2 thousand dollars is peanuts compared to the money that would be lost for non-performance or for the correction of poor work. Beyond this extra work, there's also the drop in (the CGC's) credibility that tends to lead to other concerns on the part of the project owner.
So, with the cost consideration (at least) neutralized, here are a few other suggestions that can increase your odds for the sale:
Offer to give "budget" numbers. CGC estimators work up budget numbers for clients all the time. Having your budget number used up front increases the odds that they'll call you come "hard" bid time for the simple benefit of not having to repeat a lot of information.
Subscribe to a reporting service such as F.W. Dodge or CMD (Construction Market Data). These reports tell of up- coming construction projects out for bid in your area. The bidding CGC's are normally listed ( check this again come bid time, names will have been added) and information about the project is included. There are also reports on contract awards, work in planning stages, and also negotiated work where sub-contractor proposals are re- quested by one specific CGC.
Now, these services can be quite costly. If you don't think you can af- ford it (or just want to see what you'd be getting), ask a local supplier or lumber yard (who often subscribe) if you can see their reports. Most of the time, they don't mind. If you bid a lot of work, these services may be well worth-while. Armed with information from the reports, you'll be aware of what's out there to bid, who's bidding, and what CGC's are getting all the work.
Most contractors hate this one, but get out there and practice the age-old art of the "cold-call." This, of course, is where you walk in unannounced just to let them know your around. Most people find this difficult to do, but never underestimate the power of social skill. I've seen it work too many times. Anyone no matter how staunch and business-like they may appear wants to work with someone who they consider friendly. It's simple human nature.
A little sidebar to this is that you may also pick up work just by being there. Here's how it works. Many times, for the commercial builder, the impor- tance of getting the job done "right now" far outweighs any minor advan- tages in price that may be gained through bidding. I'm still amazed at how often I give work away simply be- cause the person was standing in front of me at the right time (thereby dis- pelling the age-old belief that we scru- tinize every number).
Great Ideas In Masonry Construction
one of a series
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28 MASONRY-MARCH/APRIL, 1999