Do More to get More
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:- Be a friendly team player
- Provide competitive, fair and consistent pricing
- On-time, accurate and complete bids and proposals
- Educate my estimator about the options available
- On-time delivery of supplies and materials
- On-time submittals and shop drawings
- Know the business of contracting
- Be professional, look sharp, and act first class
- Return your phone calls within 30 minutes
- Have a regular time you can be reached every day
- Use email for everyday correspondence
- Use digital cameras to send photos of job issues
- Do your own project clean-up every day
- Know construction contracts and do what they say
- Be well funded and have adequate working capital
- Charge the right price on change orders
- Always include proper backup on invoices
- Visit jobsites before you are called
- Stay ahead of job schedules
- Never create down time for our crews
- Don’t bid jobs you can’t handle
- Never delay jobs with lack of manpower
- Do your own punch-list before we do it for you
- Provide responsible, decision-making, English-speaking foreman
- Have a professional, ongoing safety program
- Don’t over-bill and front-end-load invoices
- Have the same salesperson/estimator who is friendly, positive, in our office every week, quick, knowledgeable, not a pest, and anticipates our needs
- Be someone who helps us sell
- Bring us lots of leads
- Pick up plans and return them timely
- Suggest other subcontractors and suppliers
- Recommend architects, engineers, bankers, real estate agents, insurance and bonding agents
- Keep us stocked with up-to-date product literature and samples
- Take us golfing or to lunch with potential customers
- Provide subscriptions to industry trade publications
- Invite us to industry association meetings
- Have a great Web site with product information, technical materials, engineering data, and up-to-date industry standards
- Invest in our development projects
- Bring us joint venture and equity partners
- Tell us what we can do to improve and make a profit
- Give me great front row Lakers tickets!
Originally published in Masonry magazine.
About the Author
George Hedley is a best-selling author, professional speaker, and business coach. He helps entrepreneurs and business owners build profitable companies. Email gh@hardhatpresentations.com to request a free copy of Everything Contractors Know About Making A Profit! or signup for his e-newsletter. To hire George to speak, attend his Profit-Builder Circle academy or find out how he can help your company grow, call 800-851-8553, or visit www.hardhatpresentations.com.
