Smoke & Croak

Commercial Management & Marketing Strategy

Posted on Friday 19th January 2018

The Bill of Quantities

When you receive a scope of works or bill of quantities from a surveyor, she has told you in no uncertain circumstances that you are a commodity. Put your prices down for each item, you’ll be measured like for like against your competition and the cheapest wins. Your price is simply the only element in […]

Read More
Posted on Wednesday 17th January 2018

What’s not included?

Many problems arise on a construction project through a lack of communication at the early stages before contract sign off. This is particularly true when the client is not experienced with construction projects. The more aspects of work that are left to unspoken assumptions, the more likely you are to end up in some form […]

Read More
Posted on Monday 15th January 2018

Wolves and Sheep

We work in an industry that has its fare share of individuals and companies using underhand practices to conduct their behaviour. It’s cut throat, and many seasoned veterans of the construction industry will have you believe that there are only two creatures in the industry: wolves and sheep. If you don’t start acting like a […]

Read More
Posted on Friday 5th January 2018

A tender worth pricing for

Some enquiries require more upfront time and resources during the tender stage than others. More often than not, tendering for a package requires an investment of time, and it’s usually not chargeable. The dilemma that we then have is, how much of this unchangeable free time should we put into the tender. The normal response […]

Read More
Posted on Wednesday 3rd January 2018

Agreeing a price on variations

When I first entered the world of subcontracting, I found it strange that a customer can request that we undertake work, and we are contractually obliged to undertake this work, but the customer is not obliged to agree a price with us before the work has been started or completed. I don’t know of any […]

Read More
Posted on Monday 1st January 2018

Technical Sales Managers

There are technical sales managers for manufacturers who spend most of their day either meeting architects to discuss project specifications or cold calling architects to get meetings. It’s a lonely job, and much of their day is filled with rejection. As subcontractors, it’s worth remembering that. You could be the manufacturer’s ray of sunshine. The […]

Read More