In the first installment of “Learn How to be a Greater Asset for General Contractors” (W&C, June 2013) the answers to the questions “Why me?” and “Why this subcontractor?” were raised. Being the “low bidder” is not enough. Bid activities were reviewed and certain differentiators were called out, enabling a subcontractor to demonstrate value to a general contractor. The subcontractor that is able to be both detailed and flexible in the information he provides to a GC shows his worth. Package information that can be summarized in various ways—area, phase, floor and then digitally (electronically) communicated in a timely and efficient manner further elevates the subcontractor’s value to the GC. These pre-award measures are essential first steps in solidifying a subcontractor’s importance to a GC’s success.
Subcontractors must continue to establish their value to a GC post-bid. This is where the largest bottom line value-add arises. Once a project has been awarded, GCs focus on new and different concerns from those during the bid phase. Their attention is now concentrated on delivering a quality project on schedule and within budget. A subcontractor that enables a GC to meet these goals is critical to the success of the project and the GC. There are a few critical points of the build phase in which subcontractors influence a successful outcome.