In the last 4 years, I’ve worked with over 160 companies.
What I see a lot is that most people HATE negotiating.
Today’s video is Avoid THIS Mistake When Starting A Construction Business, you can watch the video below or continue with this quick read.
Here’s the deal… if you negotiate the client doesn’t think you’re tricky or “too commercial”.
They actually respect you.
People who negotiate understand the knock-on effects of decisions and they demonstrate that they care about their business and cash flow.
I’ve been on the other side of the table so I know how negotiation looks from both sides.
I also know that there is such a thing as TOO CHEAP.
If a subcontractor is too cheap that’s a red flag.
It’s not all about price.
Another thing is that if 5 companies put in a bid and only 4 negotiate the contract, that doesn’t make the one who doesn’t negotiate look good.
In fact, NOT negotiating is a massive red flag.
Almost every contract you’re given will be the worst possible version of the contract.
The client wants you to shoulder as much risk as possible so that they can make more money.
I dealt with a noise wall contractor who was pretty savvy BUT didn’t like negotiating.
I told him he needed to negotiate better terms upfront. He said he didn’t want to appear too commercial by negotiating.
He thought that by negotiating he’d appear too contractual and too difficult.
I assured him this ABSOLUTELY isn’t the case and he’d look more professional if he negotiated.
This noise wall client had three tenders going on. He agreed that I’d deal with the new contractor to see if he could get the work by negotiating.
We negotiated.
The response?
“It gave us confidence that you knew what you were doing.”
BIG COMPANIES NEGOTIATE
START THINKING BIG AND REDUCE YOUR RISK.
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