Looking To Take Things A Step Further

[JamesMason67]

Hey All,
My first post. I am a stonemasonry contractor in Edinburgh. I am looking for some advice please.

I have a website which does well and I advertise in a local free magazine, which also does fine. The jobs I get asked to quote are of the smaller type, maybe up to £3k which is great. These jobs are almost exclusively domestic jobs, and again that's fine and Im not complaining.

However, I was hoping that someone could give me a little advice about how to get into the position of quoting on larger scale jobs, of which there seems to be a multitude of in Edinburgh just now. There are large scaffolds up everywhere. I am currently a sole trader. I politely ask if anyone can give me some advice. Maybe someone who has gone from van and tools to six figures jobs. It all seems a bit of a mystery to me.
Thanks guys,
James

 

[CKG]

Big jobs will be done through a main contractor who then sub contract parts of the job out.

You can either get onto the books of main contractors as a subby which just involves a few phone calls and some relationship building.

Or position yourself as the main contractor. These days it's all about having the right finance, accreditations and formal paper trail in place.

Then you need to hawk your company around other companies and institutions who issue tenders or keep an eye on tender notifications that are published on ojec.com.

It's really just a case of shifting your mindset and how your business is positioned. At the moment your positioned nicely in the domestic market.

Don't maker the mistake of thinking bigger = better or 6 figure commercial work is the premier league to the division 1 domestic.

They're just different sectors of the same industry. Very few firms do both well.

 

[dmckellar]

im slightly similar to you, I run a company that now does industrial cleaning for house builders in Glasgow/West of Scotland.

I started out in a separate sector but took over a company doing the new-builds. Now that i am accustomed to this work i have been trying to, like yourself, gain the bigger jobs.

These wont just come to you, im having to tender for the smaller jobs to prove myself. I might not be turning over huge amounts but im hoping that as my profile grows the surveyors will put that bit more trust in me to tender for the bigger sites.

Best bet is to just get a list of all the brick contractors/wholesales and house builders, phone up and ask to speak to the QS (quantity surveyor) or if going to wholesale - ask who they deal with for X, Y and Z company.

Since 2 weeks ago i have managed to get 7 names of QS' and handed in introduction letters with invitation to tenders on them.

It wont happen overnight, but hopefully over a couple of years i will see me getting my foot in the door with a couple of companies.

 

[CKG]

Yeah consistency is the key.

Most people put a lot of effort into doing some marketing as a one hit thing. A big marketing push that ultimately under performs and can't be repeated regularly as it costs too much or takes up too much time.

Best bet is a little bit of effort every week. Contact one new building firm or architect a week for a year and follow them up every quarter and you'll soon see progress.

And don't stop making contacts just 'cos you get busy.

You can bet your competitors aren't doing this - so there is your edge right there.

We all need an edge. And it doesn't need to be fancy.

 

[JamesMason67]

Thanks very much guys, I like your ideas.

Never thought about contacting individual firms before, and I guess they can only so no. Thank you very much

 

[JamesMason67]

Yeah consistency is the key.

Most people put a lot of effort into doing some marketing as a one hit thing. A big marketing push that ultimately under performs and can't be repeated regularly as it costs too much or takes up too much time.

Best bet is a little bit of effort every week. Contact one new building firm or architect a week for a year and follow them up every quarter and you'll soon see progress.

And don't stop making contacts just 'cos you get busy.

You can bet your competitors aren't doing this - so there is your edge right there.

We all need an edge. And it doesn't need to be fancy.

Thank you this is great. I can really see this producing results. My wife is good on the phone, perhaps she could help out with this. Nice one..

 

[AmandaG]

Hi,

You can easily register to get free tender alerts directly into your inbox as soon as contract is put out to tender in your sector, try:

Public Contracts Scotland
Sell2Wales
Business Link Contracts Finders
TED Tenders Electronic Daily

If you need any assistance let me know. I'm a freelance tender writer with 25 years business experience and have tendered for and won contracts for my clients in a range of sectors.

Good Luck!

 

[Chris Ashdown]

Try companies like the National Trust and the Scottish equivalant, companies like Donald Trump's golf course in aberdeen, Church of Scotland and other churches and the like

You will probably find though that staying with private customers is more emjoyable and better money paid far faster