MANAGEMENT
By Tracy Bennett
Making the Cut The role of reputation, relationships, and self-promotion in winning government contracts
W
hen the U.S. Congress passed the Infrastructure Investment and Jobs Act in 2021, it committed to an investment in the nation’s infrastructure that will fuel future work for contractors—reportedly adding 1.5 million jobs per year over the next 10 years. For subcontractors like steel erectors, good relationships with GCs are key to getting hired for government contract work. But it is also important to maintain visibility on government committees and lobby groups. “Generally, inside the materials office of a DOT is its tactical arm in the sense that all specifications that revolve around projects come specifically from that office. Getting ahead of the curve by having positive relationships with people working in those offices is very valuable because it helps you stand out from being just another contractor,” said Richard Krolewski, Founder, Regulatory Resources LLC, in an article published by the Association of Equipment Manufacturers. While this strategy is specifically geared for companies that would be bidding as primary contractors, it can also be true for subcontractors, explains Jack Nix, Chief Tracy Bennett is Managing Editor of Connector and Principal Partner of Mighty Mo Media Partners, a marketing consulting firm. Her technical expertise is in construction, lifting equipment, and workforce development.
Operations Officer for Shelby Erectors, Inc., above the minimum technical score. a Florida-based rebar contractor. Glen Pisani, Steel Division Manager for “I regularly attend the Structures Com- MAS Building and Bridge believes contracmittee meetings held by the FDOT,” said Nix. tors that are involved in advocacy ultimately “Even though the government entity won’t see greater success in winning bids. “The directly contract with me, this puts me in the owner of our company has been active in same room as the GCs and the DOT-decision Construction Industries of Massachusetts makers. When something comes up in our (CIM), which promotes allocation of funds for specialty area, we are aware and can partic- infrastructure projects in our state,” he said. ipate in the discussion,” he said. These lobby groups also open doors to speLikewise, Jennifer Nix, President of Shelby cific state and federal committees, like those Erectors, is active in the Florida Transpor- Jack and Jennifer Nix attend. “Even if you are tation Builders Association. She sits on the not able to be on the committee, it’s good to Small Business and Disadvantaged Business attend meetings and listen in,” said Jack Nix. Enterprise committees. “This enables us to hear what other small businesses are dealing with and gives us visibility in our industry,” she said. “Most bids are still price driven, but there’s also consideration for quality, technique, and safety records,” said Nix. He explained that on Design-Build projects in Florida, technical proposals are scored before any cost proposals are Michael Socci, president of MAS Building & Bridge and former president of reviewed. The price proConstruction Industries of Massachusetts, at a CIM meeting. Involvement in posal is opened only if lobby groups opens doors for subcontractors. technical proposal is
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