Building Relationships with Builders

In a climate where the lowest bidder often gets the job, strategies for successfully partnering with general contractors can seem limited. While some contractors look to price alone, many look favorably on plumbing subcontractors who have done their homework, built a relationship and produce quality work.

"Building relationships with a general contractor can give an edge to a plumbing house," says Sharon Topel, executive director for the Chicago-based Association of Subcontractors and Affiliates (ASA). "Many ‘generals' have a preferred subcontractors list. You want to get on that list. Make sure the general contractor gets to know you, your capabilities and how you work with a general contractor." In part, the ASA provides a forum for business opportunities in the construction industry bringing together general and subcontractor-contractors.

Joe Scarpelli, executive vice president for F.H. Paschen, S.N. Nielsen Inc., a Chicago-based general contracting firm serving primarily municipal projects in the Midwest and on the West Coast couldn't agree more.

"Subcontractors need to get in front of us and market themselves," Scarpelli says. "That means more than faxing an introduction letter or mailing us a brochure. That will get you into our database, but we want to meet you."

An initial meeting can be an arranged company visit, an introduction at an outreach event such as a contractor fair, or other social event like a dinner or golf outing.

Getting to Know You
The more the subcontractor and general contractor understand each other's needs, the better their relationship down the road.

"Through ASA Chicago, we hold 10 general contractor meetings where subcontractors and general contractors get together to tackle industry problems," Topel says. "Sometimes general contractors bring in estimators so subcontractors can meet them, sit down and talk. Associations can be a great networking opportunity."

Doing Your Homework
Scapelli advises subcontractors to first learn who they need to talk to within a company before they go knocking. "It's akin to successful job hunting. Typically, you'll need to meet those involved in bidding and estimating." While Scarpelli doesn't suggest an elaborate dog and pony show, he does suggest bringing a list or recent projects and client references.

"I like to see contractors that can show me they can get the job done and prove their ability and provide competitive, good service," Scarpelli says. "We also try to get a feel from their past work and see if there's a fit with the type of work we pursue. That's important."

Master the Bid Process
If you get the opportunity to bid, be complete, precise and right for the job.

"Make sure you understand the bid process." Scarpelli says. "Ask the questions, ‘What is the process? Who do I talk to? Where do I get the drawings? Who should my bid go to?' Don't bid just because you want the business. Make sure you have a comfort level with the project. Bidding on projects beyond your experience or capabilities doesn't serve you or the general contractor well in the end."

A subcontractor also should provide a complete scope of the work that they will do. A scope letter with the proposal is best, Scarpelli says. Provide as much detail as possible, such as plans and specifications used for the proposal, materials quantities, who is responsible for what, scope of work and specific exclusions. For Scarpelli, price can come the day of the bid.

"And follow up with the general contractor," says Kay Anagnos, education committee co-chair for ASA, and a subcontractor and owner of Chicago-based Anagnos Door Company Inc. "If you don't get the job, ask for feedback. You'll get an idea of where you can improve next time and discover what impression you made."

Earn Loyalty
If you don't think one good job will lead to another with a general contractor, don't sell yourself short. Loyalty is a virtue for many general contractors.

"I believe you can build loyalty if you do a quality job," Scarpelli says. "Without a doubt, quality work is going to be recognized. Performance is going to be recognized. We do a lot of different projects and I see a lot of loyalty in our firm."