Masonry Magazine December 2001 Page. 34
SELLING YOURSELF/continued
introductory if it's simply been awhile) letter telling a little about your company. Don't make it too long and complex or it won't get read. Include your current address, phone/fax numbers, principals, key people, e-mail address (if you have one), and the services you offer. Be specific about what you do. If beside the conventional norm for your trade, you offer other services (such as a sitework contractor who also does dewatering, shoring, etc.), list it in your letter. Don't assume the GC knows everything about you and your company. That extra bit of information may get you the job.
Follow up with a phone call to the prospect (in person is probably better - see below). Most GC estimators keep a file computerized or written- of sub-contractors and suppliers broken down by trade and often in CSI (Construction Specification Institute) format. When a job comes up for bid, the estimator uses that file to send out bid invitations via postcards or bid faxes to those subs and suppliers that are affected by the bid. When making your call, a good opening line is: "It's just been a while since we talked. I'm calling to see if you received my letter and to update my information for your sub-contractor list ". Then, of course, add something new to say. 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. Tell him you'll catch up later). Conversation normally ensues and that gives you a chance to feel him out about potential work opportunities.
Offer to give budget numbers. GC's work up budgets for clients all the time. Having your budget number used up front increases the odds that they'll come back to you come "hard" bid time for the simple reason of not having to repeat a lot of information.
Subscribe to a reporting service like F W. Dodge or CMD (Construction Market Data). These reports tell of upcoming construction projects that are coming out for bid in your area. The bidding GC's are normally listed (*check this again come bid time, names will have been added) and details about the project are included. These reports also normally offer information on contract awards, work in planning stages, and negotiated work (where sub-contractor proposals will be requested by one awarded GC). Armed with information from the reports, you'll be more knowledgeable and professional when talking with the GC. You'll know what's out there to bid, who's bidding, and what GC's are getting all the work.
Most sub-contractors and suppliers (actually, most people in general) hate this one, but get out there and practice the age-old art of the "cold- (more on page 36)
34 MASONRY DECEMBER, 2001