In this bonus episode I review part #3 of the Elite Contractors Manifesto; Repeat Work Rules.

We all know that working for the same client over and over again has huge benefits.  We gain efficiency, trust and understanding.  It is a win-win for both parties and yet as contractors we often seem to forget this.

Think what it would be like if you got a contract to work with the same Owner for the next 30 years and be able to grow as much as you want.  Think of the impact that would have on you business, profits would go up, costs would go down, sales efforts would not longer exist and you wouldn’t need to do any marketing.  That would save you a lot of time, effort and money, right?

So not focusing on servicing your existing clients is like throwing money out the door.

I’ve seen this happen so many times, you, the Business Owner, sales team or Business Development team spend countless hours researching, courting, and chasing after that next great client.  They talk to them every week, return phone calls within minutes and offer to help them in so many ways.  Then, once that client awards you the project, everything changes.  It takes days to return phone calls, you don’t call them, you don’t offer to help, you don’t solve problems and so on.  Is it any wonder that our clients often get frustrated?

As an Elite Contractor we need to recognize this problem and correct it.  My challenge to you is to double the effort/time/resources you spend on a client once you win their work.  Try it, you will be amazed at what this does for your business.