Where jobs come from.
WHERE WORK ORIGINATES
Referrals from past clients
Professionals: architects, engineers, surveyors
Developers and property owners Tenders Direct approach
WHY PROFESSIONAL RELATIONSHIPS MATTER MOST
Architects and engineers recommend contractors repeatedly.
WHAT MAKES THEM RECOMMEND YOU
Work that does not embarrass them Communication Finishing Handling problems without drama
WHAT TO DO
Build those relationships deliberately, over years.
WHAT REFERRALS DEPEND ON
Completed work the client is satisfied with.
WHAT TO DO AT COMPLETION
Ask, explicitly, whether they know anyone else.
WHAT PHOTOGRAPHS OF COMPLETED WORK PROVIDE
Evidence, which descriptions cannot.
WHAT TO BUILD
A record of every project: photographs, scope, value.
WHY
It is what you show prospective clients.
WHAT TENDERS REQUIRE
Documentation: registration, tax clearance, accounts, references, experience
Compliance with the stated format Realistic pricing
WHAT TO ESTABLISH BEFORE TENDERING
Whether you can actually win What the effort costs
WHY
Tender preparation is expensive and most are lost.
WHAT TO ASSESS
Whether an incumbent exists Whether the criteria favour someone
WHAT TO AVOID
Pricing low to win.
WHY
A job won at a loss is worse than no job.
