Do you often stress about increasing sales while the available opportunities are shrinking and the competition is increasing? 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 construction, design-build, and subcontracting companies and suppliers do things different than 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!\

50 Extra Things I Want

When I present my program entitled: “Sell More Than Price” I get asked what more do I want 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 first class
  9. Return your phone calls within 30 minutes
  10. Have a regular time you can be reached every day
  11. Use e-mail for every day 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. Help my project managers and superintendents do their jobs
  24. Do your own punch-list before we do it for you
  25. Provide responsible English speaking foreman who can make decisions
  26. Have a professional ongoing safety program
  27. Be easy to do business with
  28. Have easy credit applications
  29. Don’t over-bill and front end load your invoices
  30. Have the same salesperson / estimator who is friendly, positive, in our office every week, quick, knowledgeable, not a pest, and anticipates our needs
  31. Be someone who helps us sell
  32. Bring us lots of leads
  33. Provide education for my staff
  34. Pick up plans and return them
  35. Suggest other subcontractors and suppliers
  36. Recommend architects, engineers, bankers, real estate agents, insurance and bonding agents
  37. Keep us stocked with product literature and samples
  38. Offer advice how we can do business better
  39. Take us golfing or lunch with potential customers
  40. Provide subscriptions to industry trade publications
  41. Send us code and product updates
  42. Invite us to industry association meetings
  43. Have a great website with product information, technical materials, engineering data, and up to date industry standards
  44. Invest in our development projects
  45. Bring us joint venture and equity partners
  46. Act as our “P & L” consultant by giving us advice and suggestions
  47. Tell us what we can do to improve
  48. Help us make a profit
  49. Take your best customers on retreats
  50. Give me great front row Laker tickets!

Providing the minimum at the lowest cost will continue to get you marginal 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.

George Hedley owns a $75 million construction and development company and Hardhat Presentations.  He speaks to companies on building profitable businesses, leadership, and loyal customers.  He holds 3-day in-depth “Profit-Builder Circles” open to construction company owners in an interactive roundtable format every 3 months.  His “Profit-Builder System” includes proven tools to always make a profit, build equity, create wealth, win profitable jobs, motivate your people, and enjoy the benefits of owning a profitable company.