Masonry Magazine December 2009 Page. 33
BUSINESS BUILDING
By George Hedley
Do More to get More
Do you often stress about increasing sales as available opportunities shrink, and the competition increases? Most companies try to work harder in tough times. But the best they can do is hope to stay even, doing the same things they always have done. The truly successful contractors and suppliers do things differently from their competition to get ahead. They go the extra mile. They do more than their competition. They provide more than the minimum per plans and specifications they are contracted to perform. They do more to get more, and this gives them a competitive edge and gets them more signed contracts.
41 extra things I want
As a general contractor, I get asked what more I want or expect from my subcontractors and suppliers. My long list includes the following:
1. Be a friendly team player
2. Provide competitive, fair and consistent pricing
3. On-time, accurate and complete bids and proposals
4. Educate my estimator about the options available
5. On-time delivery of supplies and materials
6. On-time submittals and shop drawings
7. Know the business of contracting
8. Be professional, look sharp, and act first class
9. Return your phone calls within 30 minutes
10. Have a regular time you can be reached every day
11. Use email for everyday correspondence
12. Use digital cameras to send photos of job issues every day
13. Do your own project clean-up
14. Know construction contracts and do what they say
15. Be well funded and have adequate working capital
16. Charge the right price on change orders
17. Always include proper backup on invoices
18. Visit jobsites before you are called
19. Stay ahead of job schedules
20. Never create down time for our crews
21. Don't bid jobs you can't handle
22. Never delay jobs with lack of manpower
23. Do your own punch-list before we do it for you
24. Provide responsible, decision-making, English-speaking foreman
25. Have a professional, ongoing safety program
26. Don't over-bill and front-end-load invoices
27. Have the same salesperson/estimator who is friendly, positive, in our office every week, quick, knowledgeable, not a pest, and anticipates our needs
28. Be someone who helps us sell
29. Bring us lots of leads
30. Pick up plans and return them timely
31. Suggest other subcontractors and suppliers
32. Recommend architects, engineers, bankers, real estate agents, insurance and bonding agents
33. Keep us stocked with up-to-date product literature and samples
34. Take us golfing or to lunch with potential customers
35. Provide subscriptions to industry trade publications
36. Invite us to industry association meetings
37. Have a great Web site with product information, technical materials, engineering data, and up-to-date industry standards
38. Invest in our development projects
39. Bring us joint venture and equity partners
40. Tell us what we can do to improve and make a profit
41. Give me great front row Lakers tickets!
Providing the minimum at the lowest cost will continue to get you marginal, low-profit work. But to get the results you really want, you've got to do more. Consider implementing a few of these pro-active ideas and get more than the minimum.
IMAS Best selling author and professional speaker George Hedley helps entrepreneurs and business owners build companies that work. He is the author of "Get Your Business To Work" and the "The Business Success Blueprint Series," available at www.hardhatpresentations.com. His proven system to earn more, work less, build profits, lead people, and generate customers has helped thousands of companies in multiple industries. To receive his free e-newsletter and Profit 101 report, attend a two-day Profit-Builder Circle boot camp, or hire George to speak at your next event, email gh@hardhatpresentations.com, or call 800-851-8553.
George Hedley
HARDHAT Presentations
3189-B Airway Ave.
Costa Mesa, CA 92626
December 2009
MASONRY 31