Design/Build Marketing: Strategies and Procedures for the Small and Mid-Size Contractor (Competitive Contractor Series)

With a jolt you pull your car to the side of the road, and read the job sign that can't be over one day old: New Home of ABC Inc.; General Contractor, XYZ Construction Co. You think out loud, "I knew the property had been sold," and your eyes roam over the real estate sign with the angled "sold" sticker pro­ claiming to all that the agent has been successful. "Thought the job would have come out on the bid list by now," you mutter as you move back onto the road and head for your office. Later in the day you get the agent on the phone: "Jim, how did XYZ get the ABC job? I saw nothing on the builders' exchange about it." "John, XYZ has been negotiating with ABC for the past six weeks. They did one fine job of selling on old McDuff. Understand they just called on him out of the blue asking for a chance. They put the whole package together, plans and all." "Didn't that tightwad McDuff get another price, Jim?" "Sure did; two, as a matter of fact. He asked me to get two other contractors capable of doing design-build projects. He liked XYZ better. I don't know the prices, but I really feel those boys impressed McDuff by going to him. Were you planning to bid the job?" "Thinking about it," you answer, trying to sound very casual. Front Matter....Pages i-ix The Design-Build Concept....Pages 1-2 The Art of Selling to the Construction Prospect....Pages 3-21 New Business Attitudes....Pages 23-40 Finding the Prospective Customer....Pages 41-70 Qualifying the Lead....Pages 71-86 Selling the Prospect....Pages 87-141 Design-Build Capability....Pages 143-146 Signing Up the Prospect....Pages 147-164 Working with the Owner During Construction....Pages 165-174 The Construction Sales Department....Pages 175-186 Back Matter....Pages 187-188