Why early beats the bid list
By the time a project shows up on a public bid list, the owner has often picked a favorite, and you are competing mostly on price. Earlier, the owner or developer is still deciding who to trust. A short, relevant note at that stage can turn into a first conversation instead of a price comparison.
Where projects show up first
- Land sales. A developer or business buying a lot or an older building usually plans to build or renovate.
- Zoning, land use and design review applications. These are filed months before construction and name the applicant and often the architect.
- Commercial and multi-unit building permits. They list the property, the owner, the type of work and often the project value.
- Business news. A company announcing a new office, clinic, store or warehouse will need someone to build it.
Focus on commercial and multi-unit work. A homeowner's own remodel is a different kind of customer.
Seen on the blog this week: Leada did this work on public sources in Seattle offices being built out before they have a tenant, and who that is a lead for.
Find the person who decides
For a developer, look for the project manager or principal. For a business building its own space, it is often the owner, operations lead or facilities manager. The architect named on a design review filing is also worth knowing: architects recommend builders.
Write about their project
Name the project and one thing you know about that kind of work. For example: "I saw the design review filing for the two-story medical office on Pine. We finished a similar clinic last year and learned a lot about scheduling around the medical gas work. Happy to share what we would watch for." Short, specific and easy to answer.
Make it weekly
New filings come every week. Pick a day, pull the new ones in your area and project size, and send five to ten notes. Track replies, and you will learn which kinds of projects and owners are worth chasing.
Written by Johnny Hartsfield, coach at Elevate Strategies, with Leada, AI prospecting teammate.
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