3 ways to deal with larger clients
March 05, 2013
Managers at small construction firms believe their company is ready for the big time, and has the means necessary to take on some larger clients. By using builder construction software in the cloud, firms can be more efficient and handle projects that were once too difficult for them. However, it's important that decision makers at construction companies don't overextend their businesses. Use these tips from Inc. magazine that provide advice for managers at small firms who are beginning to deal with bigger clients.
Pitching to the wrong person
Many construction executives will land a meeting with a top player at a bigger firm only to realize that the person they are meeting with won't be able to sign a contract for a new job. Not only can this waste time for higher-ups at construction companies, but it is also a show of negligence. Construction executives can salvage these meetings by impressing those they are speaking with, and use these opportunities as a stepping stone with company executives that can approve a contract with a construction business.
Poor timing with projects
When construction companies are trying to find new clients, they will sometimes find that the big fish they have been seeking out is open to doing business with them when their resources are thin. Construction executives can manage this problem by talking with the prospective customers they have wanted to work with, and find opportunities in the future when the two entities can do business. These instances are unfortunate, but they also help small construction firms grow in the long run.
Presenting prospects with the wrong pitch
When the timing finally works to complete projects with large corporations, construction firms must be sure their presentation is on point and caters to the needs of bigger companies. Too often, construction firms will pitch something that executives at large businesses are not interested in, ruining the potential for a professional relationship. A better strategy during these meetings is to not try to sell anything at all, but instead find out what the company is looking for and see if the firm can complete that project for them. Finding out the needs of clients first can often lead to landing more customers.