The Ontario Construction Report – May 2009 – PAGE OCR 3
Publisher’s
viewpoint
By Mark Buckshon, Publisher, Construction News and Report Group of Companies
At the Ontario General Contractors to accept your bid.
Association symposium president’s Of course, readers of my Construction
forum, an audience member asked this Marketing Ideas blog (http://www.con-
rather important question: “What criteria structionmarketingideas.blogspot.com)
do you use in determining which sub trade know that the conventional sub-trade ap-
to use?” proach to winning commercial work;
If you are a sub, obviously, the answer pushing forward the lowest bid possible
to this question may be one of the most in order to win the work, is hardly the best
important ones you need to win more op- way to make money. In fact, subs which
portunities and bids. have built substantial businesses based on
Although there were four panelists, marketing principals steer clear of com-
only Frank DeCaria, president of Eastern mercial and institutional work where they
Construction Company Ltd. of Toronto are in bidding wars to win the general
and Windsor, had the opportunity to re- contractors’ business.
spond. Nevertheless, I think the question is
“The trades that give us most difficulty important enough that I will survey some
are the M and E (mechanical and electri- additional general contractors for their
cal) trades; they can vary from 25 to 40 opinions on the topic and report back to
per cent of the project,” DeCaria said. you in a comprehensive article in the June
“When people are closing a project, they issue. While I can argue any which way
have ‘here’s this price, and here’s that that the best way to grow your business is
price,’ depending on the spread (between NOT to fight for bids with the general
bidders), you make a decision, depending contractors, you probably don’t want to
on your risk.” know that if you are a sub; instead, you
“You know (the low bidder), he can’t want to know how you can really win the
perform – no one can take him, but it job through the bidding process you fol-
comes down to our risk matrix, on that low routinely. So I will see what I can do
scope of work.” to help find the answer you are seeking,
“The M and E, and perhaps five criti- even if it isn’t really your best solution.
cal trades, we make sure they can per-
dash2
form. . . to give you one example, we
were doing a project in Toronto . . . the de- News about your business is important
cision was made to carry a former con- to the community. While the “bread and
tractor, with a significantly lower bid butter” of our publications are the special
(than the competition... the sub trade) advertising supported features, you cer-
couldn’t perform; he put us in a real tainly do not need to advertise or ask any
bind.” of your suppliers for support for publicity
“It’s better for us to take care of the in the Community News section. Just
extra $100 grand . . . if we don’t get the send me your news (a brief email to buck-
job, it’s cheaper for us to keep two bodies shon@cnrgp.com is fine). You can add a
in the back cleaning stuff, than putting the high resolution image – a snapshot with
company at jeopardy.” your digital camera of staff members or
So, reading between the lines here, if celebrations is fine.
you are a sub trade in a secondary area
where the project won’t succeed or fail Mark Buckshon is president of the
because of your non-performance, your Construction News and Report Group of
low bid, even if it is way below what it Companies. He publishes a daily blog
should be, might be accepted, and the at http://www.constructionmar-
general contractor will take a flyer on you ketingideas.blogspot.com and can be
– but if your trade is critical to the proj- reached by phone at 888-432-3555 ext
ect’s success, only a sloppy GC will rush 224 or email at buckshon@cnrgp.com.
dustry.” The site for the annual
CCA
The awards are designed conference is selected by the
to cover all areas of the incoming chair of the CCA
Continued from page OCR2
–––––––––––––––––––––
CCA’s membership, so that board of directors, who also
everyone is eligible for the acts as the conference chair.
“Through its National awards. The 2010 conference will be
Awards Program, CCA of- “Generally speaking, all held aboard the Regency
fers the construction indus- CCA Awards recipients have Seven Seas cruise ship, de-
try a chance to showcase the demonstrated leadership re- parting from Florida. The
work that is being done,” gionally, provincially or na- 2011 conference will take
said Hachey. “The awards tionally in different areas or place in Hawaii. The confer-
are offered to recognize the sectors of the non-residential ence is held in Canada every
dedication, the talent, and to sector of the Canadian con- four years.
honour the contributions struction industry. They en- For a full list of award re-
made by the individuals and compass the hard working cipients, visit the CCA web-
companies that make up the individuals that make up the site at www.cca-acc.com.
Canadian construction in- largest industry in Canada.”
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