FROM NZCB —
Mike Hayward NZCB Board Member Director
Getting the most out of your quote It’s fair to say that having robust administration processes can be the difference between achieving a successful building business or not. You could even say there’s as much administration as physical building involved in completing a project. One of the most crucial aspects of admin to get right is the Quote/Estimate. This is presented at the early stage (or business end) of the project when your client is a captive audience and always motivated to read it. Your quote/estimate is an opportunity to customise the project from the beginning and develop a transparent, professional relationship with your client/homeowner. Ensure you detail what’s included and what isn’t without overwhelming your client. This document supports the New Zealand Certified Builders (NZCB) Building Contract. The ‘Notes’ section of your quote, where you communicate expectations, is worth spending time on. Here are some examples of information I’ve included in the notes section over the years:
•● Presentations. We are fortunate enough in the Waikato to have relationships with our Regional Partners, such as Franklin Plumbers and Builders Supplies and Noel Leeming, who will help NZCB members prepare a presentation to include in their quote. This includes images and a breakdown of all the items so the client can see what they are getting. Items include plumbing, doors and door hardware, aluminium joinery, wardrobe systems, kitchen, floor coverings, cladding, etc. The more groundwork you do at the start of the job will pay off further down the track. Get clients to choose as much as they can before the job starts to make it easier, especially now when products are hard to source. Let your suppliers know what you want in advance so you’re aware of product availability and lead times.
•● Organised site visits. Set a regular day and time to meet and go through the job so your client understands they can’t turn up unannounced on-site. We usually have site visits once a fortnight on a new build.
“Whatever good things we build end up building us.” – Jim Rohn
•● Expectations around communication. Be clear around when you can be contacted, i.e., no calls after 6pm or on the weekend. At the last NZCB Conference and Expo, we discussed how often the client expects the builder to be available 24/7 to discuss their job. It was also concerning, when surveyed, how many builders felt they should be available 24/7. Remember, your time is valuable and it is important to set boundaries to protect it.
In the past, builders have been wary about putting too much time into quoting in case they don’t get the job. But there is currently more work than builders, so it’s important for you to choose the right work, the right clients, to deliver a good job, and get paid well for it. Don’t forget to get your clients to sign the quote too!
•● A point of contact for the job i.e., if you’re working with a husband and wife team, ask for one of them to be the main contact to alleviate any misunderstandings.
We have often had clients ask a question during the job, and it feels good to say, “that detail is on page three of your quote.” If you have other ideas for the notes section of your quotes, please feel free to share these on the NZCB Facebook page: www.facebook.com/groups/CBANZ.
•● What their preferred method of communication is, i.e., email, text, or a project management system.
If you would like further information on quoting/ estimates, NZCB has two National Partners that can help: YourQS Limited (09 636 0632 or www.yourqs.co.nz) and Red QS Limited (03 928 1107 or www.redqs.nz). Remember, you can always call NZCB National Support Office on 0800 237 843 to find out what resources are available on the NZCB members’ only Toolshed.
•● Confirm that any materials and subtrades supplied directly by the client will be their sole responsibility. •● Services undertaken by anyone employed directly by the homeowner must have all insurances and public liability cover in place. •● A reference to the client’s responsibilities, such as the Title being issued, Code of Compliance, and any unforeseen requirements from Council.
Until next time.
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