Design/Build Marketing: Strategies and Procedures for the Small and Mid-Size ContractorWith 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. |
Common terms and phrases
able architect bank package become better broker budget price businessman chance changes chapter cold call competition construction company construction industry construction salesman construction selling contractor deal direct mail drawing everything exactly example experience explain facility fact feel finder's fees firm going guidelines handle happen hard idea important impression interest job signs keep lease letter of intent look meeting metal building mind move negotiated never nice offer Okay owner percentages person picture plans to build play the percentages possible problem proposal push qualifying question real estate real estate broker reason remember requirements secure financing sell the job selling construction situation soft sell someone source of leads sure talking tell the prospect there's thing tion told warehouse weeks what's