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CONTRACTOR SELECTION
While reviewing a proposal with a customer, we are often told
that our scope of work includes work not included by other
contractors. And, because our price is often considerably higher
than the other estimates, the customer wonders if perhaps we
inflating our price by including unnecessary work. This is
certainly an understandable concern, and it raises numerous
issues that homeowners should consider.
There are many possible reasons why contractors do not include
certain items in their proposals. However, I believe that there
are only two primary reasons: price and ignorance.
Many, if not most, contractors believe that price drives the
market-that homeowners make their purchasing decisions purely
(or almost so) based on price. If this were true, we'd all be
driving Yugos (or something similar). Clearly this is not the case.
If a contractor believes that price is all that matters, he will
endeavor to keep his price as low as possible. He may omit items
that are marginally necessary, use less expensive products, or
simply cut corners. He may give the customer limited options,
believing that the more expensive alternatives will not be
considered. No matter his specific tactic, he tries to have
the lowest price, because in his mind that is how the job will be won.
Such a belief does a disservice to the contractor and the customer. The
contractor suffers because he is wrong-price is seldom the primary
consideration. The customer suffers because he does not have the
opportunity to learn about all of his options, and select the one
that is best for him.
Because many contractors do not belong to their trade association, attend
conferences or seminars, or engage in continuing education, they often remain
unaware of new products, technologies, or practices. As a result they
cannot offer their customers the benefit of these new opportunities.
One example is ventilation. Few painters are aware of the impact of
improper ventilation on painted surfaces. Consequently, when faced
with an improperly ventilated home, they cannot offer a solution.
They simply prepare and paint the house, and the homeowner is
faced with the same problems (mildew and peeling paint) several
years later. If the homeowner receives 4 or 5 estimates, and
only one contractor addresses the ventilation issue, that contractor may
easily be greeted with skepticism.
(This does not mean that every contractor that proposes a more
extensive scope of work is legitimate. There are certainly contractors
who propose unnecessary work, either intentionally or unintentionally.)
Homeowners purchase home improvement projects infrequently.
They call professional contractors both for their skills and
their expertise. When the experts differ and offer conflicting
advice, the homeowner can be very confused. The homeowner must
determine which expert to believe.
I believe that a professional contractor is much like a doctor-we must
diagnose a problem and then recommend a solution. As in medicine,
technology and new discoveries are continually changing the
construction industry. As professionals we have a responsibility
to stay abreast of those changes so that we can properly diagnose
and solve problems. Unfortunately many contractors do not share this view.
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THE POWER OF PRINCIPLES
A principle is a guide to action (mental or physical), and
therefore, requires an identification of the goal sought,
i.e., the purpose of the action. This does not mean that
principles are arbitrary (or that all principles are equally
valid), but defined within a specific context.
In business, certain principles apply regardless of the
industry. For example, a business transaction is a voluntary
exchange in which both parties benefit (or perceive they will
benefit). Within each industry, other, more specific
principles apply. And, each business will have specific
principles unique to its own goals.
These three sets of principles are hierarchical- a
particular business’s principles must be derived from the
industry-specific principles, which in turn must be derived
from general business principles. If this hierarchy is
ignored, the result is a clash between the goals of the
business and the requirements for success.
Long-term success requires planning- setting distant goals and identifying the
means for achieving them.
The outcome of an
action may take months, years, or decades to materialize. Yet,
success requires that we project these long-term consequences.
Principles provide us with the means of projecting the outcome
of our actions. Principles tell us which actions are harmful,
and which are beneficial, not simply in the immediate moment,
but in the long-term.
A business may believe minor deviations
from the principles of business are acceptable, that no
long-term harm will result. It may believe that strict
adherence to a set of principles is impractical
idealism. To place expediency above principles is to reject
the meaning and function of principles; indeed, expediency is
a principle dedicated to the immediate moment.
A business which rejects principles is
akin to a rudderless boat upon the ocean. It is subject to the
prevailing winds and currents, it cannot steer its own course,
it can set no goals. The well-being of its
occupants is left to chance. That is the power of
principles.
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Philpaint provides professional interior and exterior painting services throughout
Southwest Houston, including the following communities:
Bellaire, West University, Rice Village, Southampton, Montrose,
The Heights, Braeswood, Meyerland, Tanglewood, River Oaks, and
surrounding areas.
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Incorporated 2006 All rights reserved. |
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