How can you break into the commercial roofing industry, develop relationships with general contractors (GCs), and win bids?
Relationship building is the key to growing your metal roofing business. And in commercial metal roofing, establishing good relationships with GCs is the key to winning more jobs. So how do you do it?
In this article, we’ll outline seven ways to develop relationships with general contractors. These tips come straight from the source — Bob LaRosa, Director of Building and Development at J.L. Moore, a local GC in Northeast Ohio, who we interviewed specifically for this content.
By the time you’re done reading, you’ll have a clearer vision of what to do to help you win bids and build a relationship with a GC.
1. Present a Clear, Detailed Proposal
Your proposal is a lot like a first impression. If it’s clean, detailed, and has everything the GC is looking for, then that will reflect positively on your business. If it’s missing important details, you’ll look disorganized. GCs are busy, so giving them everything they need in that first proposal can boost you to the top of their list of considerations.
In the proposal, outline the scope of work, provide everything that was asked for in the spec, and include any breakout costs or alternates. Be transparent and clear to make that great first impression.
2. Focus on Fast Response Times
GCs can review hundreds of bids for one project. They work on tight deadlines and one of the first characteristics they look for in subcontractors is reliability. The more reliable you prove yourself, the better chance the GC has of staying on schedule and meeting their deadlines.
So how can you show GC that you’re reliable?
After submitting a proposal, be sure you’re easily reachable by phone and email, and if you get a response, answer quickly and clearly. Clarity and efficiency show the GC they can rely on you early in the process.
3. Keep Your Line of Communication Open
Make yourself available. Submit Requests For Information (RFIs) via email so the estimator can track them. If they send an RFI via email, call and leave a voicemail and send an accompanying email as well to make sure they’ve received your response.
Be sure to include your contact information on every document you send — name, phone number, email — anything that makes it easier for them to get in contact with you. Any way to make yourself more reachable for a GC is helpful.
4. Provide Value Engineering
Offering cost-saving alternates in your proposal can show GCs that you’re thinking strategically about how to frame the proposal to the building owner. Present the alternates as deductions from the base bid – just make sure you provide documentation — like the cut sheet and cost savings — to support its usage in the project. Be sure to submit everything that was specified and add alternates on top of it.
If aluminum is specified but steel will meet the same performance criteria, then it might be a viable alternative. You can consult with a metal roofing expert about including any value engineering in your bid.
Including value engineering can help you stand out from the pack — it shows you know what you’re doing, and offers an added benefit for the GC, as they can present it to their client as a cost-savings.
5. Join the GC’s Bid List
Before you start bidding, you need to know what projects you can bid on. One way to get this info is to register onto a GC’s bid list. GCs will typically have a subcontractor registration form on their website that you can fill out with your qualifications. You can also find project bidding software like PlanHub to help you find and win jobs.
If you’re a new company, make sure to list any experiences you and your team have had in the past, even if it’s with a different company. Show them why they can trust you to deliver quality work.
Once you’re on the GC’s bid list, you’ll start receiving bid invitations.
6. Follow Through
Winning a bid is an achievement in itself, but the real test comes when the work begins. GCs want subcontractors to follow through with what they promised in their proposals. They’re expecting you to deliver quality work. Be up front and realistic about your crew size, your timeline, and what you can handle so there aren’t missed deadlines during the project.
During installation, keep the site clean and stay in touch with the project manager. For commercial jobs, you’ll likely need to coordinate with other trades, so it’s important to communicate about any changes — like delays or material issues — early so that adjustments can be made.
7. Be Visible
Attend GC open houses and networking events whenever possible to meet GCs face to face. You can follow the GC on LinkedIn and check their website for any updates. The more familiar you become, the better chance you have of winning that bid — but make sure you have a clean proposal to back it up.
Mistakes to Avoid When Working with a GC
- Submitting vague or incomplete proposals: The quickest way to lose a bid is to submit a proposal that’s missing key information. Stand out from the crowd with clear proposals that include contact info, value engineering, and pertinent details.
- Poor communication: A quick, clear response can make the difference between you and another contractor vying for the same bid. Make sure your communication is up to par throughout the bidding process and — if you win the bid, through installation, too.
- Overpromising: Proposals must reflect what you and your team can accomplish. If a GC awards you a bid, they’ll expect you to deliver on what you detailed in your proposal.
Looking for Expert Support for Your Metal Roofing Project?
Winning bids and developing relationships with GCs is an involved process, and with the right details, you can stand apart from the pack and win jobs. It helps to have a metal roofing expert in your corner, supporting you the entire way.
Sheffield Metals International (SMI), a leading provider of metal coils, sheets, and accessories, offers support to contractors through every stage of the process, from putting together a bid to finished installation. Our Commercial, Architectural, and Technical (CAT) team is happy to support you. Contact us today to get started.
And feel free to check our other related content in the Metal Roofing Learning Center:
How to Break into and Succeed in the Commercial Metal Roofing Industry – Sheffield Metals
