Shaw-Lundquist President and CEO Hoyt Hsiao recently participated in a panel discussion at a Construction Success event. Hoyt shared his opinions on the night’s theme, “Getting Negotiated Work.” Negotiated work refers to non-competitive bids, or open bids, in which the terms of the project are negotiated among the client and general contractor.

Here are some of his points from that evening.

  • General contractors that get good results from open bids find that success often comes from taking the time to develop a relationship with the client. It’s important to get to know the client quite well, in all the different aspects of their business. Larger companies can have more personnel turnover in certain departments, so it is important to know people throughout the organization.

  • If you have previous experience with the client, you have an advantage by knowing what type of construction they like, how to best communicate with the client, and who to talk to when you need additional information. If you know your client and their business, you can anticipate their needs.

  • It’s also important to know the entire leadership team you will be working with. Will you be working with the company owner, or someone else?

  • In order to provide a more robust range of services, it’s important to get involved as early in the process as possible. By getting involved early you can work with the client on preconstruction services, better coordinate the scope and schedule of the work, manage potential delays, and more.

  • In the end, it’s paramount that you provide value to the owner. Make sure that you have the time and resources to successfully pursue the project, and then go at it 100%.

Successful construction companies know how to be more than a general contractor. They play the role of field general throughout the complicated process of creating new commercial construction. Contact Shaw-Lundquist today to find out more about how we can help you and your company grow in just the way you envision.