At the American Subcontractors Association National Convention in Las Vegas on March 21, 2013, subcontractors took advantage of an opportunity to ask general contractors a question that has become more important to their businesses, given the current construction marketplace: “How can I get more work with you?”
This panel discussion, entitled “Love Connection: How to Find, Court and Work with the Best Prime Contractors,” was moderated by Stephen Rohrbach of F.A. Rohrbach, Allentown, Pa., and featured subcontractors and specialty trade contractors talking directly with representatives from three general contracting companies to learn strategies for developing new business.
The general contractors—Ron Wiese of Alberici Constructors, St. Louis, Mo.; Greg Ancel of Arco Construction, Brentwood, Mo.; and Kevin Miduri of High Construction, Lancaster, Pa.—shared their perspectives of what qualities their companies look for in choosing subcontractor partners.
Wiese said that subcontractors who demonstrate a high level of safety and quality performance tend to stand out to general contractors. “How aggressive are you on safety?” he asked. “Are you improving?” Wiese’s company looks at the last three years of a subcontractor’s safety record.
Miduri noted that subcontractors who maintain their core set of values establish themselves as some of the first to be thought of for a project. “Don’t abandon your core values. People will remember those, and you will benefit in the long run,” he said. He noted that this also helps relationships develop, saying, “Good relationships can carry you through tough times.” Miduri said that he is particularly interested in how subcontractors communicate with general contractors and how principals communicate with their employees.
Ancel added that his company looks for subcontractors who demonstrate their experience and capabilities with design-build projects. “We need more than a one-dimensional sheet of paper,” he said. “We do interviews to determine if they have their game together.” A subcontractor’s project team is also critical, Ancel said. As he put it: “Send us your ‘A’ team.”
The panelists also discussed methods that general contractors use to get to know subcontractors and how a subcontractor might be more successful at forming a relationship with a general contractor. For example, Wiese noted that his company talks to materials suppliers to learn more about local subcontractors, which his company tries to use whenever possible. He also takes note of subcontractors’ advertisements on their trucks and on construction sites.
Ancel agreed that word-of-mouth is an effective way to learn more about subcontractors. He stated that his company also visits subcontractors at their current construction sites to see the quality of their work. “We want to see them where they are working on a project in real time. Going to a job they’re currently on tells you a lot,” he said. “Are the jobsites well-managed, clean and organized? We want to physically see the quality of their work.” Miduri said that his company visits subcontractors’ offices to observe their business operations: “You can tell a lot by a sub’s own office or shop.”
Getting in the Door
As for opening lines of communication with general contractors, subcontractors will be more successful by calling and arranging in-person meetings than by dropping in unannounced, the panelists agreed. They also noted that subcontractors may find it helpful to host open houses or other meet-and-greet events for general contractors to learn about their firms’ capabilities. “Don’t walk in cold. It will get you turned away,” Ancel said. “You need to be persistent and make an appointment. Then, talk about what you’re going to give, not ‘I need work, can you give it to me?’” General contractors, the panelists stated, are looking for problem solvers, not people who just need work.
The bottom line is that general contractors are as interested in getting to know subcontractors as subcontractors are in getting to know general contractors. The key for subcontractors, the panelists said, is to come by their offices, introduce themselves and meet their project managers and estimators. Take time to get to know the general contractor. Then, general contractors want to meet the subcontractor’s people. They want to know who the subcontractor is and what the subcontractor has done. Only then can the two parties build trust in each other.
*Photo, left to right: Ron Wiese, Alberici Constructors, St. Louis, Mo.; Ken Miduri, High Construction, Lancaster, Pa.; Greg Ancel, Arco Construction, Brentwood, Mo.
