Masonry Magazine April 1999 Page. 29
Make an effort to become familiar with, and even solicit, area manufacturers, hospitals, and public utilities (who often have their own construction departments). The benefits are two-fold. You'll not only pick up any work that these concerns choose to bid direct, but you'll also often find out about upcoming construction projects that will be coming out. They may even ask if you know a good CGC. Pick a CGC you like and give them a call to let them know. The CGC would be hard pressed to not be grateful and obligated, should the job come to fruition.
The Proposal
Your written proposal says as much (or as little) as you want it to about your expertise, attitude, and abilities. Besides the actual work itself, the proposal is the most important tool you have to impress (and eventually win over) a prospect. In the mind of a CGC estimator, a sloppy proposal translates into a sloppy contractor. A complete, organized, and competitive proposal (that follows the rules) shows a sub-contractor who has his act together - and cares about his work and profession.
So let's discuss the proposal. Here are a few things to consider when creating yours: Be professional. There's that "P" word again! I know you're a blue-collar kinda' guy, but a little refinement at the proper times can spell the difference between winning and losing the job. Type the proposal (or have someone type it for you) - no hand-written quotes. Use professional letterhead and make sure your phone and fax (you don't have a fax? - get one!) numbers are on there.
The phone number is important. It's quite common for an estimator to have last-minute questions on a bid as the bid deadline approaches (checking quantities, brick allowances, addenda items, etc.). This is a very hectic time and he doesn't have time to search the phone book for your number! Also, there are still a few of you out there that do not have an answering service or machine for when you're out of the office. During working hours, somebody (or something) should always answer your phone and/or be able to reach you.
Address your proposal to the CGC and the estimator by name. Yeah, I know this one sound's petty, but it shows the CGC that you care enough about establishing a working relationship with them to not just throw your number out on the streets to anyone who will take it. Now, this doesn't mean you can't bid to more than one CGC at a time we fully understand that you need to do that. Personalizing your proposal simply shows the CGC that you hold him in importance.
And this is significant. CGC's look for subs who are loyal (within the realities of the contracting business) and who genuinely appear to want to work with them. It can be these small, personal touches - Christmas cards, extra attention and effort, and the occasional favor (loan a lift, tools, etc.) that creates an atmosphere of camaraderie and raise the chances for garnering future work.
During the bid period (when the bids are being created), get a copy of the actual CGC bid form. The bid form often asks for breakdowns, unit prices, and alternate pricing. Your quotation isn't complete until you've assigned costs to all of the items on the bid form that effect your scope of work. Don't assume this is optional. The CGC is normally required to fill in every line on the bid Continued on nery page
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MASONRY-MARCH/APRIL, 1999 29