Masonry Magazine December 2000 Page. 20
Partnering takes a lot of communication. Remember, the name of the game is no surprises and to reach this level, there are: preliminary meetings, bid meetings, post meetings, emergency meetings... you get the point. It uses up office time and money - in a hurry.
The contractor and sub-contractor, wearing his businessman's hat, needs to analyze the situation and weigh the cost against the profit. Office time costs money; exactly the same type of money you pay a carpenter, steel worker, or electrician. If the total job cost is only $25,000 (and your negotiated percentage or fixed fee is, perhaps, $5,000), you're clearly not going to be able to devote many man-hours to development. On the other hand, a $3,000,000 contract (and a $ 250,000 fee) make the office costs pretty easy to stomach.
WHAT TYPE OF CUSTOMER USES PARTNERING?
Again, most any owner could be a candidate. I've found that larger institutions such as medical facilities, manufacturing, retail chain stores any place with ongoing work and maintenance-tend to be more approachable regarding partnering. They might even approach you with the concept. Of course, if they do, jump at the chance to, at least, get together and discuss your thoughts. We (contractors) all like the security of the ongoing, long-term deal. When coupled with an agreed-upon, assured, and fair (not a killing, but fair) profit it's almost always a good deal. We get steady cash-flow and a little shelter against a major loss.
IS THERE A DANGER OF BECOMING TOO FAMILIAR... TOO CHUMMY?
Familiarity may indeed breed contempt-and construction