While current clients are your business’s bread and butter, new clients are your future. We work in one of the nation’s largest industries, where there is always a need, but competition can be cutthroat. Here, our tips for how to land the client you want.

1.     Be the best resource available to them for the project they are building.
Don’t just be the lowest bid, and don’t wait until you’ve won the contract to offer your expertise. Give them everything you’ve got. This will allow them to determine if they need you. (Which they do.)

2.     During the pre-construction process, be transparent.
Don’t be shifty. Don’t try too hard to please them. Don’t say you’ve done something you haven’t. If the client has unrealistic goals or expectations of the project, tell them. In doing so, you will gain their confidence. This confidence is essential in allowing you to move from pre-construction to the building process.

3.     Have equal or larger project experience in your client’s field.
Every company is different. You know your company’s experience, your expertise, and your field of specialty. Go after clients who are developing in the same field, who you know will benefit from your unique experience. Offer them something in addition to top-level construction services. Maybe it’s knowledge of a specific location or environment. Maybe it’s working within particular budgetary or time constraints. Maybe it’s industry specific.

At D&D, we specialize in hospitality and resort management. We work with some of the biggest names in the industry – Disney, Marriott, Hampton Inn, Sheraton – but we still bring something unique to the table. After successfully completing over one thousand contracts of many different types, we are able to say with confidence that we can meet the challenges of the most demanding clients and their projects’ needs. This experience and expertise is what allows us to continue to land new clients in this highly competitive field.

In order to succeed, you must find your own area of expertise, and seek out the clients who need it, and show them why they need you.

Sage 300 Construction and Real Estate, formerly Sage Timberline Office, has long been considered the leader in construction accounting software. But is it all it’s cracked up to be? Well, yes and no.

Sage has a long history of in-depth, industry-specific accounting software. According to their website < http://na.sage.com/us/sage-construction-and-real-estate>, “For over four decades, Sage has been the industry leader in construction and real estate.” Although there are many other options available now < http://www.softwareadvice.com/construction/accounting-job-costing-software-comparison/>, Sage is still considered the top choice.

Sage 300 does provide the deep functionality required by larger construction companies, meaning those with gross revenues of at least $5 million a year. In addition to traditional accounting modules such as payroll, accounts payable and receivable, general ledger and trial balance, Sage 300 is also an overall management system that offers construction specific functions, such as takeoff, cost estimating, project management, and service management. All of which are essential to successfully manage your business, and your profits.

Our major point of contention is that Sage sold us flexibility, but we actually found the software parameters to be constraining. You may find you have to alter the infrastructure of your business to meet the software limitations, which begs the question: is it worth it?

Sage 300 is a considerable investment. We would advise business owners to closely consider the cost of the software before buying, and whether or not it will provide an equal return. You can run some rough numbers yourself, based on your gross revenue and the number of projects you complete each year. How much will you need to save per job managed with this software, in order to get a good return on your investment? You know your business better than anyone. If it doesn’t seem realistic, maybe you should try a less expensive option, and figure out another way to implement the functionality you’re looking for. If you’re uncertain, talk to your accountant.

With the changing face of software and information technology across the board, the next 24 months from Sage will be key in determining if they will continue to lead the field of construction industry software. The upgrades to come are promising. Let’s hope they deliver.