Finding Subs In New Areas 1) Make your trip successful by it being productive and fruitful.
2)
Set up meetings in advance: a) City Hall b) Building Department c)
Community Development Manager
d) e)
Building Inspector Vendors (suppliers)
f) If time is limited for your trip, then try to meet with the individuals that you feel would benefit from a face-to-face meeting. For example, it might make more sense to meet with a drywall supplier vs. an HVAC (Trane) Equipment supplier. Reason being: the drywall supplier may (after spending time with them) discuss not only subs, but also projects, clients, relationships, etc., whereas the HVAC Equipment supplier can furnish you a sub list just by a phone-call request.
3) Locate the industrial park for the city you are in. This is an excellent way to find suppliers. Also, it helps networking from one supplier to another.
4) Try to locate projects under construction for a drive-by visit. This can be done in various ways: a) Internet search b) City records c) Information from suppliers d) Networking with subs e) Talk to local Unions f) Local building department
5)
Build relationships as you go: a) Have the company you are speaking to visit our website b) Tell them about Leopardo c) Make sure they remember you when you leave
6) Once the trip is underway, start meeting with subs at their offices. Do not do lunch or dinner with subs. You want to keep it as a fact-finding and meet-and-greet trip at first, or you will be limited on time: a) Keep the conversation going. Show interest and enthusiasm. b) Start networking sub-to-sub, project-to-project. 7) Find out who the sub usually bids to or works with. This will identify the general contractors in the area: a) Find out our general contractor competition: i) Search the websites. ii) Ask subs and vendors about their relationships with these general contractors. 8) Follow up the trip with phone calls and thank-you emails: a) Very important to stay in contact for the next few weeks to develop a true relationship and not let it become just an exchange of business cards. 9) Keep in mind that although you are finding your subs and suppliers, they may or may not be the competitive subs. You will need to categorize after meeting them and compile/glean information on if they are large- or small-project oriented. Do they do repeat work with a client or general contractor? Do they bid projects or work negotiated projects? Etc. 10) Advertise in local media about up-coming meet and greet opportunities with Leopardo. Booking a hotel conference room for potential sub interviews. Local colleges will often be open to donating auditorium space as a job fare type venue.
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