Tips for getting maintenance contracts.

[JFlynn]

Hey guys,

I'm part owner of a small plumbing company with my brother.
We've got a good name locally and we're looking to expand and hopefully pick up some maintenance contracts with landlord's etc.
What's the best way to do this?

Also, is there any government agencies or offices I can go to, to discuss growing my business? Perhaps start tendering for small to medium construction projects?

Many thanks.

 

[dmckellar]

for construction - its a hard game to get into - i only got in through a QS that i knew and a few other small companies are similar scenario. the bigger companies get the work because of name and price.

landlords - need to do cold calling, hand in cards etc - they wont come to you as they will already have someone

with letting agents its pretty much 100% about the cost

 

[Talay]

For local government work, join the FSB and get to some of their meetings with the local council. I don't do that sort of thing but I get an inbox full of invitations and lots relate to trade in this manner.

As a plumber, you can't do all maintenance for landlords. However, if you form a loose alliance with some equally time served and trusted friends from other trades such as electricians, roofers, painters, plasterers etc. and all agree some rates, then you can possibly offer agents and landlords a complete service.

As an example of how you can offer a better solution, I had a tenant with a flood due to a busted pipe a couple of years ago. The then agent was incommunicado until 9am despite supposedly having a 24 hour emergency service. Their best efforts after that produced a plumber without the correct tools around 10:30am and it took until lunchtime before pumps arrived on site. By evening, I took over and dismissed the agents.

I now contract with a service company who are not perfect but who offer comprehensive 24 hour cover with a maximum 60 minute call out waiting time.

I would imagine this is where you need to be when looking at a comprehensive solution.

If you know any loss adjusters then that would be a good way to get on to the insurers' lists of approved contractors. They pay a set rate but it is steady work.

 

[PDW Electrical Services]

Hey guys,

I'm part owner of a small plumbing company with my brother.
We've got a good name locally and we're looking to expand and hopefully pick up some maintenance contracts with landlord's etc.
What's the best way to do this?

Also, is there any government agencies or offices I can go to, to discuss growing my business? Perhaps start tendering for small to medium construction projects?

Many thanks.

I am in a similiar situation as yourself, i am actively seeking larger contracts, maintenance contracts etc in a bid to expand

I have put a hell of a lot of effort into marketing, direct mail, asking to tender for upcoming works and generally trying to make my company known to be availiable to the right people but to little response

I actually won a decent contract from a property management company last year that is right on my doorstep and a real gem, how did i get this?

By doing a small job round one of the managers house(i was unaware at the time of who she was) and it went from there, as with all the contractors and firms i work with it has all been from recommendation from previous jobs

I suppose what im getting at is in my experience so far, as much as i want to expand as quickly as possible, i think people are becoming alot more resistant/immune to all the constant calling/advertising etc they are constantly being bombarded, with especially in times like these, but i dont know.? maybe its just my approach thats flawed, im no professional in that department by any means
i have just never had any real results that way despite the money/effort i put into it

Will be intereting to see other peoples views!

 

[JFlynn]

I am in a similiar situation as yourself, i am actively seeking larger contracts, maintenance contracts etc in a bid to expand

I have put a hell of a lot of effort into marketing, direct mail, asking to tender for upcoming works and generally trying to make my company known to be availiable to the right people but to little response

I actually won a decent contract from a property management company last year that is right on my doorstep and a real gem, how did i get this?

By doing a small job round one of the managers house(i was unaware at the time of who she was) and it went from there, as with all the contractors and firms i work with it has all been from recommendation from previous jobs

I suppose what im getting at is in my experience so far, as much as i want to expand as quickly as possible, i think people are becoming alot more resistant/immune to all the constant calling/advertising etc they are constantly being bombarded, with especially in times like these, but i dont know.? maybe its just my approach thats flawed, im no professional in that department by any means
i have just never had any real results that way despite the money/effort i put into it

Will be intereting to see other peoples views!

What sort of service do you offer to your landlord?
How do you price it?

 

[Homer J Simpson]

For local government work, join the FSB and get to some of their meetings with the local council. I don't do that sort of thing but I get an inbox full of invitations and lots relate to trade in this manner.

As a plumber, you can't do all maintenance for landlords. However, if you form a loose alliance with some equally time served and trusted friends from other trades such as electricians, roofers, painters, plasterers etc. and all agree some rates, then you can possibly offer agents and landlords a complete service.

As an example of how you can offer a better solution, I had a tenant with a flood due to a busted pipe a couple of years ago. The then agent was incommunicado until 9am despite supposedly having a 24 hour emergency service. Their best efforts after that produced a plumber without the correct tools around 10:30am and it took until lunchtime before pumps arrived on site. By evening, I took over and dismissed the agents.

I now contract with a service company who are not perfect but who offer comprehensive 24 hour cover with a maximum 60 minute call out waiting time.

I would imagine this is where you need to be when looking at a comprehensive solution.

If you know any loss adjusters then that would be a good way to get on to the insurers' lists of approved contractors. They pay a set rate but it is steady work.

What is it you do Talay?

 

[PDW Electrical Services]

What sort of service do you offer to your landlord?
How do you price it?

They look after around 65 blocks flats with around 350 flats altogether, the flats are privately owned

I am contracted to undertake quaterly maintenance checks on the landlords lighting/timers/photocells and carpark lighting, emergency lighting and fire alarms(most of this is replacement lamps and fittings)

They also all need testing this year which im about half way through

I have given them a labour price per block as they are mostly all small 6-10 way blocks, then lamps and other general materials are just billed additionally

I also give them a call out 1st hour rate and subsequent hourly rate (this is cheaper than my rates for private customers as i get at least around 4-5 of these a week and they are normally small lamp replacement jobs etc)

The tenants also call the management companies when they get problems which i get to pick up, im also planning on putting bus. Cards on each blocks notice board as my van is always seen on the sites and that may get me a few extra bits throughout the year

So its definitely worth picking up this sort of work as its regular work in the diary!

I have just found it very hard getting a foot in the door with these companies unless you know someone or by a recommendation

 

[Root 66 Woodshop]

Getting in is the hardest part indeed. Once you're in, proving you provide the right prices and the right customer service you're in for a long time.

I've been trying for years to get in with one existing customer, although he purchases from us, every time he comes in for his keys to be cut it's the simple case of pointing out the flaws of his existing suite... he knows it's wrong, he knows something can be done about it... but he doesn't have the say so unfortunately. It's all down to Head office who give this particular work to a local company to themselves (in Yorkshire) - who constantly provide the wrong products, who constantly provides the incorrect keys all the time, hence why he comes to us to get copies lol.

We're just waiting now for them to realise that they've messed up along the line and need someone they can rely on, and allow the maintenance fella the ability to get it sorted... once they do this... we know we've got the order.

 

[Talay]

.....I have just found it very hard getting a foot in the door with these companies unless you know someone or by a recommendation

One approach is a bit tedious but can prove worthwhile.

I am a director on the management board of some flats I own. Initially one development had the build management company delegating all works through the then managing agents. I'm certain backhanders were given.

Moving forward, we, the owners, took control over the development and the management company. For some years we kept on the managing agents at a greatly reduced commission rate and tightened some costs but we overlooked the fees being paid for contract maintenance works, outside the contract rates.

We eventually sacked the managing agents and set up our own team, directly negotiating with trades for contract works.

The point is, that if you could find out who were the directors of the management companies, you could cross reference those names with the electoral roll to find owner occupier directors. You can also find some professional landlords as well, who may or may not be directors of the management company.

With a little thought, you could get to the decision makers directly, bypassing even an existing managing agent, if you found they would not entertain you.

A bit of work for a Sunday afternoon but with a professionally prepared introduction and quote, I'm not sure how many cost concious directors of managing companies would not look at your proposals and raise them at the next AGM. You could of course, get in first for a meeting ahead of this as contracts will likely be agreed on an annual or bi-annual basis.

 

[Orrell Electrics]

I am slowly working my way in with the schools but its hard work, i am constantly having to badger people, knock on doors etc.

Like your local domestic work you had to start somewhere, same applies to maintenance contracts.

Just keep reminding them of who you are and it will happen eventually.

For example i recently priced to test and inspect a large primary school, several 'established' electrical firms also quoted.

The headmaster told me i was not the cheapest BUT the most professional, they just looked and quoted, i stayed on site with the head for 2 hours and went right through the job.

Keep going

 

[Conor Lang]

Hi, I run a small electrical business in Scotland. I was just wondering how/what is the best way to get on board with letting agents? Thanks for your time.

 

[Oliver Wild]

Hi, I run a small electrical business in Scotland. I was just wondering how/what is the best way to get on board with letting agents? Thanks for your time.

I find it's better to call them directly, you'll find out exactly who you should be speaking to. They'll be receiving introductory letters and junk mail daily.

 

[Root 66 Woodshop]

I am slowly working my way in with the schools but its hard work, i am constantly having to badger people, knock on doors etc.

Like your local domestic work you had to start somewhere, same applies to maintenance contracts.

Just keep reminding them of who you are and it will happen eventually.

For example i recently priced to test and inspect a large primary school, several 'established' electrical firms also quoted.

The headmaster told me i was not the cheapest BUT the most professional, they just looked and quoted, i stayed on site with the head for 2 hours and went right through the job.

Keep going

Hi Orrell,

A helpful thing for you to do - with the Schools especially that pay via their System's of purchasing through the council - when quoting stick your Supplier ID reference at the top of the page below the date of the quote... "Some" Schools just can't be bothered to get the second or third quotes in - and only want to see that you're an approved supplier for the council(s).

All of our quotes go out in this format for the Schools & housing associations ran by the Council... helps the person to just click away at their end.

 

[Kat Haylock]

I'll be closing this thread to further replies, for the reason that it's three years old!
Thanks for your responses everyone; if you have any more questions on the topic, please start a new thread