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 friendly face, the call that they want to make at the end of a long day. The person that always offers a coffee and takes an interest in them as a person. If you become that subcontractor, you’ll probably find that you’ll be put forward for a lot more jobs by that manufacturer than you were in the past. Please don’t mistake this for manipulation. It’s simply human nature.