Build General Contractor Relationships: A Strategic Advantage for AV Integrators

Start investing in GC relationships today, and watch your role in the construction ecosystem—and your business—grow.
Build General Contractor Relationships: A Strategic Advantage for AV Integrators
Like

Share this post

Choose a social network to share with.

This is a representation of how your post may appear on social media. The actual post will vary between social networks

Establishing strong relationships with General Contractors (GCs) is often an overlooked but crucial aspect of business development for audiovisual (AV) integrators. GCs are central in managing construction projects, coordinating timelines, and overseeing subcontractors. Their influence can determine which firms to include on a project and how well those firms collaborate to meet client expectations.

The Challenge: Being One of Many Options

Many AV integrators struggle to engage with GCs effectively. Without strong connections, integrators risk being excluded from key projects, relegated to late-stage involvement, or misunderstood regarding their role in the overall project. This reactive positioning diminishes opportunities to contribute meaningfully to the design and installation process.

The Solution: Build Relationships Early

Building strong, collaborative relationships with general contractors is essential for AV integrators looking to expand their influence and secure more opportunities. Here’s how to approach this strategically:

  1. Understand the GC’s Role and Priorities

GCs focus on keeping projects on time and within budget while managing multiple subcontractors. Show that you understand their challenges, including scheduling, coordination, and resolving conflicts.

  1. Demonstrate Your Value Early

Proactively contact GCs during the bidding phase to highlight your AV systems expertise and ability to collaborate effectively. Share case studies demonstrating how your involvement streamlined past projects or prevented costly delays.

  1. Be a Reliable Partner During Construction

Communicate clearly and consistently to ensure your work integrates seamlessly with other trades. Offer flexible scheduling to accommodate construction timelines and avoid bottlenecks.

  1. Provide Turnkey Solutions

Offer design-assist services, where you collaborate with GCs and other subcontractors early in the project to align AV systems with construction needs. Present cost-effective, scalable solutions that make the GC’s job easier and ensure client satisfaction.

  1. Build Long-Term Relationships

Attend industry events like Associated General Contractors of America (AGC) conferences to network with GCs and understand their priorities. Host educational sessions or lunch-and-learns tailored to GCs, focusing on how AV systems contribute to project success.

The Result: Positioning for Success

When AV integrators build strong relationships with general contractors, the results are significant and long-lasting:

  • Increased Opportunities: GCs are more likely to recommend your firm for future projects, ensuring a steady pipeline of work.
  • Seamless Collaboration: A strong partnership fosters better communication, reducing the risk of misunderstandings or delays during construction.
  • Enhanced Reputation: GCs view your firm as a reliable, proactive partner, strengthening your reputation in the construction industry.
  • Mutual Success: By helping GCs deliver projects on time and within budget, you position yourself as a key contributor to their success.

For instance, an AV integrator who developed a strong relationship with a GC on a corporate headquarters project earned praise for their flexibility and clear communication. The GC brought the integrator into two subsequent projects, leading to over $1 million in new business.

Closing Thoughts

General contractors are a critical link in the construction process, and building strong relationships with them can significantly expand your business opportunities as an AV integrator. By understanding their needs, demonstrating value early, and maintaining reliable communication, you can position your firm as an indispensable partner.

_______________________

Welcome to A Blueprint for Growth: AV Success Strategies in the AEC World, a new weekly blog series designed to help audiovisual integration firms thrive by forging stronger collaborations with architects, engineers, and contractors. To learn more, connect with Craig Park at CatalystFactor.

Please sign in

If you are a registered user on AVIXA Xchange, please sign in