Andy’s construction company is on a manic hamster wheel. Their tenders for work lose out to cheaper contractors. The depth of their service unsaid, its extended value invisible.
Instead, Contract Administrators reduce their quotes to raw numbers, as if they are the only variables that matter.
But cheap is often expensive.
The chosen contractor is often late, or lacks the skills, capacity or equipment, and the project is behind from the day they are due to start.
“We’re often called in to rescue a project……which throws out our other schedules.”
“Sean and I [senior managers] get dragged back on site as foremen, or on the tools.”
“Our phones blow-up non-stop and we’re back into 12-14 hour days.”
“We're reacting every day, firefighters….
And the kick in the guts – last year we broke even. What are we even doing this for?”
delivering Results:
“So do you charge a late fee for picking up the previous contractor’s mess?”
“Do you say no to work?”
“Do the Contract Administrators even understand what you offer, beyond numbers?”
Silence. Then,
“We need to be marketing better, getting better jobs, looking at the pipeline evaluating them.”
“I just need some of your time, and we can start to fix this.”
“Great.”
Three weeks later, radio silence. Andy is back in the vortex on site, endless phone calls and long days.
He is a good person. But he’s too caught up in the day-to-day of ‘urgent’ to focus on the important things in his business. And the cost is high.
Say No, take some time to nail your value proposition – and get the better jobs. The ones you want and deserve.
Stuck in a rut? Get in touch and we can chat about how to move your business forwards.