Know the Key Players to Sell Your Services
In commercial real estate there are lot of players involved. This is a trillion-dollar industry, and it takes all sorts of skilled professionals to create and run successful ownership companies. As a contractor, you want to often stay connected with some of these folks. However, if you are looking to build your business and be more efficient when bidding jobs, to whom should you be talking?
Here at Connex Property, we thought we would share a few thoughts around who you should be engaging with and keeping on your radar. As you may know, there are only a few types of individuals who can greenlight any maintenance or construction projects. And since you are a busy commercial contractor, you do not want to be wasting time bidding jobs and not talking to the right people.
So, here is a list of professionals you should be reaching out to if you want to win more work:
Ownership Team- This is an obvious one, however, there are a few items to note. In brief, this person or persons is in the leadership group at your typical commercial ownership firm. They oversee all facets of the company that include finding new buildings to purchase, setting budgets, maintaining financials, and numerous other duties. This team is certainly one you want to talk with, as they can sign off on all projects. However, ownership teams are often not involved in the day-to-day operations of maintenance and construction, so getting their ear may take some time.
Asset Managers- This group of specialists are often unknown to the contracting community at large, however, they have a vital role to any commercial ownership firm. These professionals are typically at a leadership level and carry much responsibility. Asset Managers oversee maintenance, finances, capital improvements, and usually across several properties. They are busy people, but they love to find good dependable contractors, as it saves them time and hassle from having to look for more vendors. Asset managers also have significant purchasing authority and can make decisions fast.
Property Managers- These professionals are at the tip of the spear when it comes to commercial real estate. They are responsible for the day-to-day operations and maintenance functions of commercial assets. Property managers have a dual focus; they need to maintain tenants’ satisfaction, and ensure their building is in great shape. So, as you can see, they are also busy people. However, they are great contacts to stay connected with. They are typically in charge of scoping out contracting work, inviting vendors to bid, and recommending the award. Most PM’s do not have extensive purchasing authority, so make sure that you are also working alongside someone who does.
Facility or Maintenance Directors– These professionals are involved in the maintenance and construction of commercial properties. They are less focused on tenant issues, as they are responsible for all the maintenance and repairs across several properties. Again, these contacts are great people to keep in touch with and have a moderate amount of purchasing power. Lastly, facility directors are very skilled and knowledgeable around best practices within the construction industry. This makes them a great resource whenever you have a question around a particular project you may be bidding.
There you have it. We thought by sharing this list, it may help you win your next project. The best way to win more work and bid better, is by talking to the right people and maintaining those relationships. If you need any help gathering a list of these professionals, certainly feel free to reach out and we can help.