Four Ways To Seal More Building Contract Work

Times are tough for the building trade so it’s vital that any contracts you bid for are accepted. Whether they are private or public sector, clients only have one thing on their minds – value for money. However, offering the lowest price is not always a guarantee of getting the work. There are other, less tangible factors at play, such as your track record or, in today’s changing market, your eco credentials – factors which give customers an extra reason to award you the job. So whether it’s a kitchen extension or a new school, here’s how to make sure your company gets the work.

Sourcing the work

You’ll have heard that ‘the best form of advertising is word of mouth’? This is true to a certain extent. Nevertheless, you cannot rely on recommendations alone, however good they are. Be creative with your marketing strategy to set your company apart from the competition. Professionally-designed flyers in builders’ merchants and estate agents’ offices and advertising in the local press are all a good start for smaller-scale contractors in construction.

Planning Applications

Keep an eye on your local council’s planning applications to source up-and-coming work. Most have Public Access areas where you can view the planning applications being considered. Record the names and addresses of the applicants. Then contact these potential customers directly with an introductory letter and any company literature. Be sure to follow-up your initial contact.

Work from the Web

There are several well-known websites which will keep you informed of available contracts. Most charge a subscription but some may be free. Those that charge may offer a guarantee of a certain number of tenders delivered to your inbox per month. Whether this is good value for money depends on the size of your organisation and whether you win the tenders! It pays to stay on top of your research so you can plan for any up-and-coming work for which you want to bid.

Writing Your Tender

For small or large contractors, the tendering process usually makes or breaks the decision. From the outset, a professional approach is vital as it sets the tone for your organisation. A covering letter should inform the client of your interest and briefly explain your tender document.

The document itself should be professionally-presented and easily understood. Outline what skills and qualifications your team members have and what experience your company has on similar projects. Clearly explain how you intend to manage and carry out the work, giving a timescale and demonstrating how you would deal with any complications which might arise. Delivering the tender by hand, or by courier, on time, will set the correct tone for your company. If you fail to win the job, politely ask the client why, so that you can improve your tender next time. Feedback is always important!

Finally, remember that there is work out there. Persevere and adapt to the changing nature of the business.