How Plumbers Can Stand Out When Competing for Construction Work

Winning construction work as a plumber is rarely about having the only viable company. Typically, there are a few competent organisations pricing the same set of plans, and it comes down to the contractor having to make a decision between them. It is usually a matter of risk: who is going to turn up, coordinate well with others and leave the paperwork neatly tied up. By making it easy for the contractor to make that judgement, you put yourself front of the queue.

What Contractors Are Looking For In Addition to Price

Main contractors have to deliver large programmes of works on behalf of a client with a tight budget, using a host of subcontractors. If you turn up late or cannot be bothered to coordinate properly, they are the ones who suffer the consequences. It is essential to understand that, as a subcontractor, reliability carries far more weight than price. A slightly pricier, but reliable and known option, is far more attractive to a contractor than an unknown company offering rock bottom prices.

Try and put yourself in the shoes of the estimator. They are looking at a number of proposals, many of which have been received late, and they need to ask themselves a few key questions. Do we know this company? Are they reputable? Do they have the right tools and insurance? Will they communicate? Do they provide a precise description of what is and is not included? Every aspect of your tender needs to answer all of these questions without the estimator having to go back to you.

Make Sure All Your Compliance Paperwork Is In Order

Insurance, qualifications and general health and safety are a must for any commercial or residential development. Gas works will require Gas Safe registration, while many contractors will want to see risk assessments, method statements and a prequalification certificate. Different contractors and clients will have different requirements, so it is crucial to review the information needed for each tender on a case by case basis.

Having a folder with all of the necessary documents, up to date and in a digital format, will save you hours upon hours of work and make you look highly organised. It also means that if an invitation to tender comes with a short deadline, you will not be scrambling to put together the necessary paperwork. Equally, being able to put together a compliant tender on short notice is a huge plus, and an inability to do it may make some look elsewhere.

Give Specific Examples of Your Capabilities

Simply stating that you have extensive construction experience is great, but it is something every other applicant is likely to say as well. Try and give specific examples of works completed. Describe the scheme, the scope of works, the size of the team, how everything went and whether there were any callbacks. Supporting this with photographs of completed works, where appropriate, will give credibility to the examples you give.

Where applicable, ask contractors you work for whether they would be willing to be a reference for you. The same goes for other organisations you work with, such as suppliers. This kind of recommendation, on paper or over the phone, will carry far more weight than almost anything you could say about yourself.

Make Sure You Are Easy to Find and Easy to Trust

Before inviting a company to tender, some contractors will perform a very basic due diligence. This could be as simple as them Googling the company, searching for reviews or asking a colleague for advice. Having a short summary of who you are, what you do, the qualifications you hold and the areas you operate in will help them to get a good impression.

If you do not have such a page, consider creating a professional profile on a platform such as SparkToday Professional Profiles which targets construction clients. Focus on giving key information that a contractor will find useful, such as the schemes you work on, the qualifications you hold, the size of the jobs you take on, the areas you operate in and how to get in touch. It is also a good idea to update it regularly, depending on the works completed.

Write Quotes That Answer All Questions

A good quote goes beyond simply stating the cost. It demonstrates that the contractor has engaged with the drawings, understood the scope of works and considered the execution. In many cases, it comes down to two very similar quotes, and it is the fine print that can make all the difference.

The quote needs to clearly state what is and is not included. It needs to outline assumptions in relation to access, programme and other supplied works. It needs to clearly define variations, state a realistic start date and length of the works and, where applicable, confirm payment terms and retention. All of these aspects are incredibly important in ensuring there are no nasty surprises down the line.

It is also important to be quick and responsive, without sacrificing quality. While it is understandable that a complex quotation cannot be prepared overnight, a simple email acknowledging the request and stating when the formal quotation will follow is a great way to reassure the contractor that you are organised and trustworthy.

Become the Preferred Trade on Any Site

Plumbing works fall into the first and second fix category, meaning that they need to be completed before plastering or other finishing works start, or after they end, respectively. A good plumber is always one of the first on site and one of the last to leave. Smooth communication with other contractors prevents delays down the line, which makes you a preferred choice for works in the future.

Suppose there are two plumbing contractors working on a refurbishment. One finds a conflict between a waste pipe and a structural beam and decides to keep it to themselves, with the result of them having to halt their works for two days while the beam is removed. The other company keeps the issue at the coordination meetings and the problem is resolved before the works start.

In reality, neither company has done anything outrageous, but the one who communicates more efficiently keeps the goodwill of the site manager, which could pay dividends in the future. Similarly, showing up to coordination meetings, notifying the site manager if a delivery runs late, or simply keeping the works area tidy are all ways to build that goodwill.

Cultivate Relationships Before Asking for Work

Most jobs are awarded to either known subcontractors or new companies recommended by others. This is an advantage to both new and established organisations, as it allows for more choices and opportunities to win work. Builders’ merchants and other local suppliers are great places to network, as are trade fairs and events. If you meet someone interesting, make sure to follow up with them later, outlining what you do and the kind of client base you have.

Similarly, online, a networking tool like Meshhh for Construction Networking can help you connect with other industry professionals, including contractors and project managers. As always, try and be specific about what you are looking for, and do not forget to update your profile often. If you start receiving emails or messages, make sure to respond to them in a timely manner.

Price Your Jobs Right to Attract More Work

It is understandable that a company would want to undercut its competitors to win a contract. However, a significantly low quote is actually a disadvantage to winning the work, as it raises questions with an experienced estimator. Why is this company offering such a low price? What have they left out? Where are the variations going to come in?

A balanced, transparent quote, on the other hand, will have fewer questions attached to it. In a competitive tender, you may want to aim just below the average to have a realistic chance at winning the work.

It is also important to remember that you need to make a profit on every job you take on. Underpricing yourself simply to be able to quote is a recipe for disaster, particularly if you factor in delays, variations and other unforeseen circumstances. Understanding your costs and having a realistic markup is essential.

If your quote is slightly higher than that of your competitor, a good reference, realistic programme and transparent scope can give you an edge over them. However, remember that some contractors will always go for the lowest price option, and it may be better to simply walk away from such tenders than accept them and underperform.

Strengthen Your Bonds With Existing Clients

Winning work is only half the battle. Delivering on time, handing over proper paperwork and generally making life easier for the contractor is what ultimately makes you money. They will always try and use the same subcontractors they know and who have not failed them in the past. Contractors also talk, so it is important to make sure they have a good impression of you.

At the end of a job, ask them for feedback and, where applicable, a reference you can use for future tenders. Try and keep track of what went well and what was lacking, ensuring that you continue to provide value in the future.

Your Next Step

Go through the last three jobs you have successfully completed and write down a short summary of each, outlining the scope, programme, team size and outcome. Ask the contractors whether they would be a reference for you. Combined with your compliance documents and an up to date professional profile, this should allow you to produce a compliant tender within 24 hours of a request being issued.