Answering these four questions sets the stage for effectively selling your preconstruction services.
Remember that your #1 priority must be leveraging your preconstruction services putting you in a position to build the project at a profitable fee level.
- Know how much your precon services cost on average as a percentage of the total project value. Start with 0.5% to begin with if you don't know.
- Start tracking your costs so you learn more about the actual cost for the services you are providing.
- Develop a proposal and contract that will get you reimbursed for your services if you are successful at getting the customer to a constructable budget but they choose not to use your construction services.
- If they do choose to use your construction services then the preconstruction services fee can be rolled into the General Conditions.
There are obviously a lot more nuances than this but these are the basics to start with.