Masonry Magazine December 2001 Page. 36
SELLING YOURSELF/continued from page 34
call". This, of course, is where you walk in unannounced just to let them know your around. Yes, this can be difficult to do, but never, ever 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 whom they consider a friend. It's simple human nature.
7
A little sidebar to the cold-call advice just mentioned is that you may also pick up work just by being there. Here's how it works: Often, in the GC's hectic daily grind, the importance of getting a job done "right now" far outweighs any minor advantages gained through hard-bidding (as explained earlier). You would be surprised how often (and how much) work I give away simply because the person was standing in front of me at the right time. Now yes, I'm probably going to ask for some unit or T&M pricing-so be armed.
8
The Proposal - Part I: I can testify that when reviewing and analyzing sub-contractor proposals, there is a marked difference between the best and the worst in the bunch. Some are professional and complete. Some are incomprehensible and illegible. It seems fundamental, but always be sure to submit clear, whole (all pricing, including alternates), and readable bid proposals. Submit on professional letterhead and always include a phone number and contact person in case last-minute questions pop up on bid day... which they almost always do.
9
The Proposal - Part II: Anymore, simply slapping a single base bid number that you've estimated from the plans and specifications on a page and faxing it around simply won't do. Today, virtually all GC bid proposals (especially larger or commercial jobs) require alternate, breakout, or unit pricing to be submitted along with the GC's base bid. If not submitted, the GC may risk being disqualified. Here's your hook. the QC needs numbers to complete this requirement. Whenever possible, get a copy of the actual bid sheet (in the spec book) that lists all required bid pricing... and then go out of your way to offer assistance to the GC. It's just one more thing that can separate you from the pack.
10
Become familiar with-and even solicit-area manufacturers, hospitals, public utilities, or any larger concern that often maintains their own construction or engineering departments. The benefits are two-fold. You'll not only pick up work that these concerns choose to bid direct, but you'll also often find out about upcoming projects soon to be bid. They might even ask if you know a good GC. Pick one you like and give them a call to let them know you recommended them. The GC would be hard-pressed to not be grateful and obligated should the job come to fruition. Good luck!