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INSIDERS GUIDE | GENERAL CONTRACTORS

5 Ways to
Influence
Owners and
Bid Smarter
5 Ways to Influence Owners and Bid Smarter

Introduction
Prospects look bright for the construction
industry, according to the Dodge Construction
forecasting group. Now is the time to make
*While

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the recession
reduced the number
of firms engaged in
sure you position your company correctly and
the industry, it also
expand your relationships. Here are five tips to changed the playing
get ahead of the competition and drive new field.
business for your firm. From sizing your market
and identifying strategic relationships, to bidding
to win and expanding your business, youll learn
how to find and seize the right opportunities.

Introduction 1. Know Your Market 2. Know Your Strengths 3. Make Connections 4. Build Relationships 5. Bid Smarter Conclusion Resources
5 Ways to Influence Owners and Bid Smarter

1 Know Your Market


Strong firms focus their efforts by first
sizing the marketplace. Armed with a strong
forecasting tool that gives you deep insight into
*When

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assessing
market opportunities,
its critical to use data
construction activity and trends, you can assess
that is complete and
where certain geographies and structure types accurate.
are headed. You can then anticipate demand
and determine if there is a hole you need to
fill or if there are opportunities you need to go
after because a marketplace is exploding.

Introduction 1. Know Your Market 2. Know Your Strengths 3. Make Connections 4. Build Relationships 5. Bid Smarter Conclusion Resources
5 Ways to Influence Owners and Bid Smarter

2 Know Your Strengths


With construction project costs rising, contracts
and subcontracts are now more often awarded
to companies with expertise in a particular
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 By
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using a leading
construction database
service, you are
specialty. Do you have a strong project portfolio
better prepared to
in higher education, or is healthcare your firms strategically plan and
wheelhouse? Believe it or not, focusing your prepare forecasts.
efforts on the best-suited opportunitiesrather
than going after everything in your areaoften
results in your competing less for new business.

Introduction 1. Know Your Market 2. Know Your Strengths 3. Make Connections 4. Build Relationships 5. Bid Smarter Conclusion Resources
5 Ways to Influence Owners and Bid Smarter

3 Make Connections
In todays construction climate, its often who
you know rather than what you know that can
get you in on a project early. Networking, the
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 Networking sites like


LinkedIn can help
you locate people
process of connecting with people, sharing
youre connected
information and building relationships, is a very to that could
powerful, cost-effective approach to generating make worthwhile
new business. Look closely at your personal and introductions.
professional networks for connections to the
firms youre targeting.

Introduction 1. Know Your Market 2. Know Your Strengths 3. Make Connections 4. Build Relationships 5. Bid Smarter Conclusion Resources
5 Ways to Influence Owners and Bid Smarter

4 Build Relationships
Getting the leg up on the competition often
comes from building strong relationships with
owners and A/E firms. The easiest place to
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 Referrals, word-
of-mouth and
networking account
start is with your past clients. Many GCs are
for as much as 80%
building their relationships with existing clients of B2B sales.
by being more consultative, for example
helping them adapt to new trends, understand
new codes, and even identify financing
opportunities. Other ways to nurture and build
your relationships include:

Introduction 1. Know Your Market 2. Know Your Strengths 3. Make Connections 4. Build Relationships 5. Bid Smarter Conclusion Resources
5 Ways to Influence Owners and Bid Smarter

4 Provide value. Be a good listener and


whenever possible give suggestions and
Get personal. Acknowledging a personal
or professional accomplishment or
Stay visible. If youve just finished an
important project or received a glowing
share information your contacts can in milestone, such as winning an award or customer testimonial, share it with your
turn use for their networking. having a child, can sometimes open the network.
door to a business conversation.
Assist others. Focus on how you can
help others make connections. When Be gracious. Always thank people
you meet someone ask, Who are you for keeping you in mind and sharing
looking to meet? information about you with others. What
goes around, truly comes around!

Introduction 1. Know Your Market 2. Know Your Strengths 3. Make Connections 4. Build Relationships 5. Bid Smarter Conclusion Resources
5 Ways to Influence Owners and Bid Smarter

5 Bid Smarter
You know your key strengths and the projects
you want to go after. But submitting bids for
every job that meets your criteria means a
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 Leading construction
database providers
offer time-saving
lot of time creating and tracking bids and
features such as
that doesnt necessarily mean youll increase search filters and
your win ratio. A better approach is to do your project alerts.
research, be selective and understand who
youre up against before you submit your bid.
You should:

Introduction 1. Know Your Market 2. Know Your Strengths 3. Make Connections 4. Build Relationships 5. Bid Smarter Conclusion Resources
5 Ways to Influence Owners and Bid Smarter

5 Study past projects. A leading


construction database will give you
Review historical bid lists. Anticipate
who you might compete against, and
Monitor project updates. Theres nothing
worse than getting shut out of a project
complete access to past project details, determine how you should position your because you missed an important update
spend, and hires for owners and firms firm in that context. and failed to revise your bid. Utilizing a
youre targeting. Use this information to service that alerts you to project updates
help you bid. Watch bid lists in real time. See whos is a must for busy GCs.
interested and how competitive a project
Play up product experience. If your will be. If there are firms bidding that lack
research reveals that an owner has the level of experience you offer, play that
consistently used a specific window, up in your bid or with an addendum.
roofing material or other product you have
experience with, play that up in your bid.

Introduction 1. Know Your Market 2. Know Your Strengths 3. Make Connections 4. Build Relationships 5. Bid Smarter Conclusion Resources
5 Ways to Influence Owners and Bid Smarter

Conclusion
The economy, mergers and acquisitions
within the industry, and technology have all
made their mark on todays construction
industry. To build your pipeline you have to + +
think and work differently. Using technology,
getting details faster and working smarter
and more efficiently is the name of the new
game for getting ahead, and staying ahead.

Introduction 1. Know Your Market 2. Know Your Strengths 3. Make Connections 4. Build Relationships 5. Bid Smarter Conclusion Resources
5 Ways to Influence Owners and Bid Smarter

Additional Resources to Grow Your Business


To learn more about how you can grow About Dodge Data & Analytics
Dodge Data & Analytics is a technology-driven construction project
your business, visit www.construction.com. data, analytics and insights provider. Dodge provides trusted market
Call 877-601-6001 to find out how Dodge intelligence that helps construction professionals grow their business,
and is redefining and recreating the business tools and processes on
can customize a solution for you.
which the industry relies. Dodge is creating an integrated platform
that unifies and simplifies the design, bid and build process, bringing
data on people, projects and products into a single hub for the
entire industry, from building product manufacturers to contractors
and specialty trades to architects and engineers. The companys
products include Dodge Global Network, Dodge SpecShare, Dodge
BuildShare, Dodge MarketShare, and the ConstructionPoints and
Sweets family of products. To learn more, visit www.construction.com.

Introduction 1. Know Your Market 2. Know Your Strengths 3. Make Connections 4. Build Relationships 5. Bid Smarter Conclusion Resources
5 Ways to
Influence
Owners and
Bid Smarter
BidPro
MarketShare
BuildShare
SpecShare

For more information call:


877-601-6001
or visit www.construction.com