Smart Business Development for Subcontractors

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Subcontractors, let’s talk about business development. 

Too many trades waste valuable time bidding jobs that were never going to come their way. They think, "If I do a great job budgeting during preconstruction, the GC will reward me with the job!" 

Sometimes that works. But many times, it doesn’t. 

Why? Because if the GC may not have the project themselves. They may be budgeting, trying to win the job, too. They don’t control the final award. So, when it’s time to build the project, they’re still fighting to win, which means they’ll do whatever it takes to be low. And that might mean using someone cheaper. 

It gets even trickier when you realize how much free value you provide during precon: budgeting, constructability reviews, value engineering, and pricing updates. All of that takes time and resources. And if the GC isn’t willing (or able) to give you a shot when the real bidding starts, what’s the point? 

So how do you avoid wasting time on BD that doesn’t pay off? 

Start asking better questions. 

Before you assign your best estimator to a budget, ask: 

• Is this your project? 

• Are you under a true preconstruction services agreement? 

• Do you already have the contract to build it? 

• Will our early involvement give us preferred status when it goes to bid? 

• If we help design and VE the job, do we get a "last look" on bid day? 

These are fair questions. And good GCs will appreciate that you’re being intentional with your time. If they can’t give you a straight answer, that’s a sign to proceed with caution. 

When the opportunity is real? Go all in. 

Let’s be clear—this isn’t about being stingy. When a GC partner gives you a legitimate seat at the table, show up. Be the sub that makes their job easier. 

Offer clear pricing, schedule feedback, and mark up the Plans and Specs with important comments. Provide real VE options and alternatives. Bring ideas to the table that reduce risk or improve performance. GCs remember the subs who make them look good in front of their clients. 

Focus on the right relationships. 

This all comes down to building better relationships. Don’t just chase opportunities. Chase partners. Build your book of business around GCs who value what you do, respect your time, and treat you like a partner instead of a number. 

Remember, business development isn’t about making friends with every GC in town. It’s about building long-term, win-win partnerships that pay off over time. 

Because in this business, the best work rarely comes from “being low”. It comes from trust, repetition, and earned respect. 

Spark Notes:

• Too many subs sink hours into budgeting for jobs that were never really theirs to win, handing free value to GCs who might not even land the project.

• Protect your time by asking sharper questions up front: is this truly your project, do you have the contract, will my early help actually give me a seat at the table?

• When the GC is legit and you’ve got a real shot, go all in—bring clear pricing, VE options, and ideas that reduce risk and make the GC look good.

• Stop chasing every opportunity; build lasting partnerships with GCs who respect your work, value your time, and reward trust and consistency over being the lowest number.