Shortlist interviews have, for a long time, been a perfect solution for securing work as a general contractor (GC). The way this works is pretty straightforward. Clients look for construction proposals that detail each team’s unique approach to the project. If the client finds one that aligns with their goals, they will go for it.
But that’s not where the competition ends. As the general contractor who won the bid, you will have a face-to-face meeting with the client to discuss your enthusiasm for the project and your capability to complete it. For this part, you will benefit from the following tips and tricks for being client-centric in interviews.
1. See the Presentation as a Discussion
Your goal as the general contractor is to understand the owner’s vision and implement it across all the planning and construction phases that you’ll be involved in. For this reason, the interview isn’t the time to boast about past projects or experiences. Instead, it’s your chance to get to the heart of the owner’s hopes for their project.
Take this as your chance to discuss the aspects of the projects that mean the most to the owner. Also, make sure you have all your documents with you before going into the meeting. Remember, you need a current GC licence, so always take your NCLBGC license renewal course early enough to leave sufficient time for submitting the renewal application.
2. Lead With Listening
One thing we can’t stress enough is how irritating it can be to some clients when you jump straight into talking about yourself. Rather than doing this, start the interview with open-ended questions to learn even more about your clients and their projects. Some good examples of questions include:
- What’s your motivation for working with a contractor, if you haven’t worked with one before?
- What’s most important to you in this project?
- What are the top concerns or challenges you are hoping to avoid?
The main aim of listening more is to understand not just the project specs but also some of the unique priorities that your client has. Remember, some clients care more about the budget, while others value the speed or design quality. Getting this information as early as possible will help you tailor your pitch to what matters the most.
3. Translate Technicals Into Benefits
Your clients won’t necessarily know the difference between engineered lumber and traditional framing. They, however, care about a home that’s quieter, stronger, and more energy efficient. When explaining your approach, therefore, avoid using a lot of jargon and connect the dots to the benefits your client is getting.
For instance, rather than saying, “We use foam insulation”, you should consider saying something like, “This will cut your utility bills by about 25% and make the house more comfortable throughout the year”. Many customers are more interested in the results, especially those that have numeric values to show the extent of success.
4. Show You Value Transparency
Budgets are one of the biggest sources of anxiety for many clients. So, be upfront about costs, allowances, and the potential variables of the project. Be ready to walk your clients through how you handle changes or unexpected challenges.
Remember that transparency in interviews will set the tone for the entire project. When clients feel you are open and honest, they are highly likely to trust you when inevitable bumps arise during construction.
5. Highlight Collaboration, Not Control
It’s not uncommon for clients to fear losing control of their vision once they hand it to a general contractor. In your interviews, always emphasise your collaborative approach. Be eager to share examples of how you’ve worked with teams: architects, designers, and even homeowners to bring their ideas to life.
Use phrases like “We work with you to make decisions at every stage”, “Our goal is to guide you through your project”, and other similar phrases to help your clients feel more comfortable.
Learn to Succeed in Your Career
It’s quite obvious that in construction, projects live or die by relationships. A client who feels heard and supported will not only hire you but also recommend you to others. By being client-centric in interviews, therefore, you aren’t just focusing on winning bids, but also building a reputation that will sustain your business for years to come.
Part of your journey will also involve being current when it comes to licensing and other requirements. RocketCert makes it easier for you to keep learning so that you will not only renew your licence with ease but also get the knowledge required to succeed in this field. Visit rocketcert.com to see more.
