1. Marketing to Main Contractors Winning Work from a Main Contractor Paul Clarkson Iain Flatters Construction Director Group Procurment Manager

2. Marketing to Main Contractors Where do we get work from? Local Authorities –OJEU Procedure –Standing Lists Private Sector Clients –Repeat Business –Planning Leads Consultants –Recommendation from Architects, Quantity Surveyors, Project Managers, Engineers

3. Marketing to Main Contractors Supply Chain Opportunities Establish contact with main contractor: –Electronic introduction or letter –Followed by direct contact –Electronic contact via website –Word of mouth recommendation and contacts –Follow contract awards with introduction via the above –Approach live sites & speak to manager

4. Marketing to Main Contractors Supply Chain - Materials Establish opportunities by similar process to sub- contractors however the requirements will differ as follows: –Efficient service (Service level agreements) –Commitment to improvement –Innovation –Geographical coverage –Environmental credentials –Chain of custody / paperwork (FSC) (BREEAM)

5. Marketing to Main Contractors Tender Process Majority of our workload is competitively tendered Rely on quotes from Suppliers and Sub-contractors Dialogue with Estimating Department Be Prompt, Be Keen, Price what has been specified, offer alternatives where appropriate. Request feedback on tenders if unsuccessful

6. Marketing to Main Contractors Pre - Contract Apply to the Approved List of Suppliers / Sub-contractors database. Need to show Insurance, Health & Safety Record, Competency. –CSCS, CHAS, Constructionline, References, evidence competency (CDM 2007) Follow up jobs you have tendered by speaking to the project QS

7. Marketing to Main Contractors On Site If you are approved, and are being considered to receive an order, our requirements will be: –Pre-commencement meeting to define req and programme etc. –Insurances, H & S Risk Assessments & method statements 1 week prior commencement. –Agreement on attendances. –Agreement of payment terms and process. –Agreement on programme etc.

8. Marketing to Main Contractors Stay in touch Once the job has finished maintain contact with the QS or Site Manager. Be prompt and efficient when dealing with post contract defects. Maintain contact with Estimating – always looking for a keen price to help them win the job, also helps you to find out what is being tendered. Check website for contract announcements. Build a lasting relationship with Company over time.

9. Marketing to Main Contractors Remember Main Contractors rely on Subcontractors and Suppliers to deliver every job Constructive comment is welcomed on our relationship with sub-contractors, to enable continuous improvement

10. Marketing to Main Contractors Do a good job and we will use you again!

11. Marketing to Main Contractors Next Steps Draw up an ‘Action Plan’ Contact Main Contractors you have worked with before to see what they are tendering Identify new Contractors – from this event, press articles, websites etc. Set realistic targets – 1 introduction a day, a week, a month? Whatever is right for your business.

12. Marketing to Main Contractors Any Questions?