December 2009: Business Building

December 2009

Business Building

Do More to get More

By George Hedley

Do you often stress about increasing sales as available opportunities shrinks, 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
    

13. Do your own project clean-up every day
    

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!
    

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 on his Web site at www.hardhatpresentations.com. His proven system to earn more, work less, build profits, lead people, and generate customers has helped hundreds of businesses in multiple industries. Company owners are invited to attend his two-day Profit-Builder Circle academies. To receive a free copy of his new report, signup for his newsletter, or to hire George to speak at your next event, email gh@hardhatpresentations.com.

George Hedley
HARDHAT Presentations
3189-B Airway Ave.
Costa Mesa, CA 92626
800-851-8553

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