Masonry Magazine December 2000 Page. 21
done through the GC, but you'll still be obligated to be open, honest, and (yes) enthusiastic about the partnering plan. Everybody's a team now - and there's no place for individual agendas and attitudes.
This may mean that, every now and then, you'll be asked to break out the cost of individual items or groups of items such as fixtures or separate labor numbers. Now, it's no secret that you don't like to do this- no one does. It's more work and there's a natural (and perhaps well-founded) tendency to feel "over-exposed" from a business and bargaining standpoint. You're concerned that with so many of your numbers hanging out there, it won't be long before they (the GC, owner, and architect) determine where your profit lies. If you've ever felt this way, there are a couple of things you need to know. First, most of the time, the reason we've asked you to break out a number is because the owner asked us to break out the number. Secondly (and please listen very carefully): "We don't care what your profit is!" I have never argued with a sub over their profit margin- other things, yes - but not the profit margin. As far as I'm concerned, if you've given us a professional, lump- sum quotation that includes complete scope of work and reasonable delivery of service, it's wonderful that you're making good profit! As a matter of fact, even if your profit did turn out to be higher than I thought- the only thing I'd be is jealous.
SO WHAT'S THE DIFFERECNE BETWEEN PARTNERING AND DESIGN/BUILD OR NEGOTIATED DEALS? The difference is the written moral agreement. Before partnering, the atmosphere of trust and goodwill was generally implied early and left to whither on the vine as deadlines grew closer, mistakes appeared, and temperatures rose. With no written code, finger-pointing and "revisionist history" (that all-to-common malady where people mold the past to meet their present predicament) enjoyed a solid breeding ground. With partnering, and the written agreement, you have something tangible a document that can be held up if needed - in case a party begins to stray from the pack.
I know this doesn't sound like much-after all, it's just a piece of paper-but the human condition (and pride) is a peculiar thing. People don't like having themselves perceived as unethical or dishonorable. The "realness" of the partnering document re-enforces a person's natural inclination towards honesty (and, yes, I do believe it's natural). This tool that solidifies loyalty and commitment has no handle, switch, or motor, but is every bit as real and effective as a circular saw.
CONCLUSION
Partnering works and not because it's the newest fad or because I tell you so. Partnering succeeds because it's a better approach to construction for all the participants not just the builder, not just the architect, and not just the owner. Besides being logically sound, it also touches, addresses, and reinforces an aspect of the human condition that all too often goes untested in today's business world honesty, integrity, and commitment.
Kennisone
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MASONRY-NOVEMBER/DECEMBER, 2000 21