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🎯 Finding New Clients

The best contractors don't wait for work to find them. Here's how to build a steady pipeline.

Key Principle

The best time to market is when you're busy. Waiting until you're slow means you're already in trouble.

Sources of New Work​

General Contractors (For Subs)​

How to get on bid lists:

  • Research GCs doing your type of work
  • Send capability statement
  • Visit their offices
  • Attend AGC/ABC meetings
  • Ask for prequalification requirements

What GCs look for:

  • Financial stability
  • Safety record (EMR)
  • Similar project experience
  • Adequate insurance and bonding
  • Responsive communication

Architects & Engineers​

Why they matter:

  • Often specify or recommend contractors
  • Know about projects early
  • Can provide introductions

How to connect:

  • Join AIA local chapter events
  • Offer lunch-and-learn presentations
  • Provide technical expertise on specs
  • Follow up after successful projects

Property Managers & Facility Managers​

Great source for:

  • Maintenance and repair work
  • Tenant improvements
  • Ongoing service agreements
  • Capital improvement projects

How to reach them:

  • BOMA (Building Owners & Managers Assoc.)
  • IFMA (Facility Management)
  • Direct outreach to commercial properties
  • Property management company relationships

Developers & Owners​

Building direct relationships:

  • Identify active developers in your market
  • Research their typical project types
  • Understand their priorities (speed, quality, cost)
  • Demonstrate relevant experience

Plan Rooms & Bid Services​

Popular services:

  • Dodge Construction Network
  • ConstructConnect
  • Building Connected
  • Local plan rooms
  • State/government bid portals

Tips:

  • Set up keyword alerts
  • Review daily, respond quickly
  • Don't bid everything—be selective

Referrals​

Your best source:

  • Past clients
  • Suppliers and vendors
  • Other contractors (non-competing)
  • Industry associations

How to get more referrals:

  • Ask! Most people don't
  • Make it easy (provide introduction language)
  • Thank and follow up
  • Consider referral incentives

Marketing Basics​

Your Website​

Must-haves:

  • Clear description of services
  • Project photos/portfolio
  • Contact information (easy to find)
  • Mobile-friendly design
  • Testimonials/references

Online Presence​

  • Google Business Profile (critical for local search)
  • LinkedIn company page
  • Industry directories
  • Review sites (respond to all reviews)
  • Professional business cards
  • Capability statement (1-2 pages)
  • Project sheets for key projects
  • Safety and quality certifications

Tracking Your Pipeline​

Simple CRM Approach​

Track for each opportunity:

  • Company/contact name
  • Project description
  • Estimated value
  • Stage (lead → qualified → proposal → negotiation → won/lost)
  • Next action and date
  • Source (how you found them)

Pipeline Metrics​

  • Number of opportunities by stage
  • Win rate by project type
  • Average time from lead to close
  • Revenue by source