By Charles Mullis, LifeThrive Performance Systems
A few years ago, I was rebuilding a restaurant that experienced a kitchen fire.
I was the qualifying agent for a fire and storm restoration contractor. I was based in the south Florida area at the time so I took this rebuild on instead of bringing in a project manager.
I have learned over the years how to deal successfully with subcontractors.
Subcontractors report to the contractor and you have two things at your disposal to create a culture where they do what you want, when you need it and for an agreed upon amount.
The first is the mutually agreed upon terms: Do the job you are subcontracted to do and you will receive the agreed upon compensation.
The other thing that will give you control of the culture of a project is the words you use.
In searching the area for a drywall subcontractor for the project, I was referred to a young man who was highly recommended by a local supplier. I called, we discussed the project and set a time to meet and go over what I needed.
He was late. Not a good first impression.
Our conversation went like this, “Hey, man, so glad to see you face-to-face,” he began.
He came up with a great big smile and vigorously shook my hand. “Sorry about the time. You know how it is with our business.”
“Absolutely,” I said, “and when I see I am going to be late I always call as soon as possible so my customer is not standing around in the dark.”
And I smiled my winsome smile.
We then turned to the subject to the task at-hand. As soon as he covered the details of the job he gave me a cost estimate and promised a written proposal by the next morning.
His terms of cost were acceptable with my budget so the only question was when he could start. So I asked for a specific start date.
His response was, “I’ll do my best to be here on Thursday.” To which I responded, “Then I’ll see you Thursday.” To which I got, “I’ll try.”
And I asked, “You told me you would do your best and now you tell me your best is just an attempt, not really a fact. Which one can I depend on, what you will try or when you will start?”
I let him off the hook. I said, “Can you show up for sure on Friday?”
He started nodding his head immediately, “Absolutely.”
We had a successful conclusion and everything was on time and in budget all because I used the right words.
When it comes to things that are detailed and have to happen as specified (like your customer’s plans and contract), don’t allow your words to be general or noncommittal.
This young man lived up to his billing. I lost no time because of events that distracted him. I was able to make plans that did not get interrupted because of his tardiness.
Words are necessary and important. By understanding the behaviors and values of your subs, your words can be few and well chosen, based on their natural style of communication.
Never tire of becoming a communication expert. Use our free online assessments at www.lifethrive.com/free assessments/ or let us help you with this process.