Relationships Matter
There is more to estimating than just “counting widgets”, material take-offs, and pricing. It boils down to relationships. It is crucial that to be successful, no matter in what field, relationships are very important. You have heard the saying, “It doesn’t matter what you know, it’s who you know”. Well, you can only fake things for so long if you really don’t know what you’re doing, however, solid relationships with good people will always help.
Obviously, a subcontractor or material supplier must have key relationships with general contractors and other clients. This helps procure work, revenue and hopefully profit to your company. However, just as important a general contractor must have key relationships with key subcontractors and material suppliers. Why you may ask? Great subcontractors can make great general contractors. Project Management and Superintendence are part of what makes the general contractor great, however, a good core of subcontractors helps make the leap to greatness. Also, a great subcontractor with great bids can help a general contractor procure work, which is the goal of the estimator!
This is why, the general contractor’s estimators must reach out to subcontractors and material suppliers and build that relationship. This extends past phone calls for bid solicitation and reviewing scope of work. This is actually getting to know who you are doing business with. How do you begin this relationship building task? There are several organizations like the Associated Builders and Contractors (ABC), Associated General Contractors (AGC), American Society of Professional Estimators (ASPE) and there are probably several local groups around your community. What else can you do to reach out? Visiting someone’s office or taking someone to lunch. This shouldn’t matter if you work for them or they work for you. It’s just to let someone know that you appreciate their efforts for the work they do for your company and make your job easier.
Taking things a step further, just showing up for these functions is good. Building the relationships takes networking, talking, and most importantly listening. Discussing market conditions, family life, or sports (my favorite) over a beer at an after work meeting or lunch during the day can go a long way. It’s getting to know the people you are working with. I’ve heard many times that “people do business with people they like” and I find this to be true.
Much of my success in the construction industry is due to the relationships I have built and maintained over the years. With the use of websites like linkedin and Facebook, networking is easier than ever.
