In Short:
Like many things in business, casting a wide net can improve your odds of success. For subcontractors (subs), that means increasing your visibility across multiple platforms while also investing in direct relationship-building.
The goal is simple: be easy to find, easy to qualify, and easy to invite.
Here are a few strategies that can help subcontractors become more attractive to general contractors (GCs).
GCs usually build sub lists from three places: platform searches, existing relationships, and referrals. That includes subcontractor databases, internal prequalification portals, and local industry networks.
ConstructConnect Project Intelligence is one such platform that connects GCs with subs. ConstructConnect gives contractors access to 575,000+ profiles on construction professionals, 825,000+ active commercial projects, and filters for location, trade, project type, bidding status, and more, giving both GCs and subs the opportunity to find customized opportunities faster.
Some larger contracting firms, such as PCL, have their own internal prequalification portal you’ll need to enter before working with them. Keep in mind this may be an extra step you need to take if you’ve identified a larger contractor you want to connect with.
Don’t forget about your community! GC referrals can come from personal relationships built through professional organizations, like the Association of General Contractors (AGC), and local builders exchanges. You may even have an AGC chapter near you.
A GC’s “preferred list” is built on trust. Subs that are responsive and responsible, as well as organized and low-drama, are the subs that stay on preferred lists.
It takes work to build trust, but here are 6 easy things any subcontractor can do to help build trust faster:
While no two subcontractor prequalification surveys are the same, a 2018 study that analyzed 52 GC firms found that:
Simply put, GCs want subcontractors who are easy to work with and easy to vet. That usually means having the following:
Yes, price matters as well, but reliability often decides who gets invited back more than who works the cheapest.
ConstructConnect helps in two ways: it makes your company easier to discover, and it helps you find work earlier.
Inside Project Intelligence, users can set preferred trades, areas, and project types, run targeted searches, save watch lists, and receive alerts as projects change.
Subs can also use Project Intelligence to review project details, plans, specs, bid dates, and key contacts before bid packages fully drop. And when invitations start coming in, ConstructConnect Bid Center helps organize invitations to bid (ITBs), responses, and project status in one place.
Here’s an easy way to look at it: Consider waiting for invitations to bid (ITBs) as reactive. Finding projects yourself is proactive. The best subcontractors do both, knowing the importance of being easy to find, but also taking the time to put in the extra work.
If you only wait for invites, you’re limited to who already knows you. If you take the time to use early-stage project data, though, you can spot opportunities sooner and introduce yourself before the bidder list fills up.
Baseball Hall of Famer Sandy Koufax has a great line about how a little extra effort can pay off.
“I became a good pitcher when I stopped trying to make them miss the ball and started trying to make them hit it,” he once said.
Here’s hoping these strategies will help you on your journey to working with more GCs.
We get a lot of questions from general contractors, subcontractors, and trade contractors about the best ways they can build relationships and get involved in the most profitable projects. Here are a few of the questions we get asked the most:
Getting on a general contractor’s bid list can be summarized by three steps: complete your profiles on professional networks and platforms, prequalify with GC firms early, and follow up with them consistently, no matter if your bid wins or not.
While it may sound obvious, it’s true the number of GCs a subcontractor should be registered with is going to vary from person to person. However, a good rule of thumb is to make sure you’re registered with enough to keep your pipeline active, without overwhelming your estimating team.
For many electrical subs, ConstructConnect is one of the best places to start because it helps you find tailored public and private opportunities and connect with the general contractors who need your trade.
Start by checking the GC’s website for a subcontractor or vendor registration page. From there, be ready to submit your license information, insurance certificates, bonding details, safety record and EMR (Experience Modification Rate), and past project experience. Large national GCs may also require you to complete a formal prequalification portal before they invite you to bid.
Keep your subcontractor capability statement short and practical. Make sure it includes your core trades, service area, license and insurance details, bonding capacity, safety metrics, key project experience, notable clients, and the best contact information for your estimating or business development team.
Johnny Bradigan is a Senior Content Marketing Manager at ConstructConnect®, specializing in customer communications, newsletters, product launches, and thought leadership contributions. His work often focuses on ConstructConnect’s solutions for building product manufacturers and takeoff products, including On-Screen Takeoff®, PlanSwift®, and Quote Soft®. With over 15 years of experience in marketing, corporate communications, journalism, and leadership development, Johnny has a diverse background covering everything from breaking national news stories to educational blog posts.
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