Have you noticed that every time you buy a hamburger, the sales people always try to persuade you to ‘make it bigger’, or have ‘extra fries’ etc? Has he also noticed that at the checkout counter of every supermarket there are shelves with things he wouldn’t have thought to buy, but as he waits at the checkout, he suddenly realizes all the things he ‘needs’? Scary stuff! The real profits come when you get the customer to buy a bigger, more expensive, or more complete product or service.
This is how it works in the construction industry:
EXAMPLE A: The Remodeler, Home Refurbishment – In the business of building additions, bathrooms, sunrooms, loft conversions, etc. How about suggesting certain improvements to the polling point? Or ask them if they had considered expanding the job to include the latest waste disposal unit, designed to be 150% more efficient, thereby generating significant cost savings for their client.
EXAMPLE B: The Commercial Contractor: how about offering a Repair and Maintenance service after the initial period of defects after the end of the contract? This can generate great benefits for your client because they already know the premises and can operate much more efficiently with the prior knowledge base they already have.
EXAMPLE C: The Homebuilder: If you are building housing plans where multiple homes will be rented or leased, you could provide an on-site liaison officer for the first 6 months after completion to ensure that people are safe in their homes. they know where to find everything and they are happy. You can offer this service as a free perk – this may be the deciding factor that will win you the contract over your competition! Alternatively, if the client/housing association/local housing authority intends to hire someone for this job, you could easily expand the scope of your business by providing the right person for the job, someone who already knows the property and has proven qualifications to do the job. worked.
EXAMPLE D: The Subcontractor – If you work for several larger contractors, how you source the products you use is crucial. The main contractor may already have an approved list of suppliers, but good relationships can often be established with individual Buyers to allow Subbie to recommend where to source materials at competitive prices. A whole range of complex partnerships can be made to allow commissions to be paid and everyone to benefit! Of course, it goes without saying that any deal agreed must be completely transparent and ultimately benefit the customer in terms of cost savings and quality products and services. A false move or an ‘under the table’ deal can result in a loss of credibility and trust. So keep everything above the table.
EXAMPLE E: The Architect: Design-build contracts are an obvious basis for establishing good working relationships with construction professionals on a project team and can be a way for architects to “sell” their professional skills by working in association. Associated contracts can be lucrative for everyone involved, including the customer, but they need to be set up correctly to work efficiently. Architects who are willing to get involved in the pre-construction phase of a project on a ‘No Pass No Fee’ basis are more likely to keep themselves busy in the future. (‘Not Approved’ means not getting Planning Approval for a project.)
EXAMPLE F: Whatever area of construction you’re in, you’ll have a network of approved professionals to work with. Therefore, you will have a lot of bargaining power when ordering goods and services for your project. Subcontractors, agents, architects, surveyors, construction consultants and tradesmen will be part of the mix. This can be a healthy growth area for your business when approved list vendors, partners and subsidiaries match their own recommendations for your business.
