Relationships Do Not Win Jobs Without Performance

The Issue

When I started estimating over two decades ago, I learned one of the most important lessons of my career. It’s easy to take what should be a $10 MM project and turn it into a $12 MM bid by just adding money. The real skill is tightening that number to $ 9.9 MM AND being able to justify every dollar you cut!!

That discipline builds confidence. When the job is awarded and then executed below that number, your data starts to mean something. It’s no longer guesswork. It’s proof that you know your numbers. And in construction, knowing your numbers is what keeps you in the conversation on every bid.

The Impact

Too many contractors lean on relationships to carry them. They believe the lunches, handshakes, and loyalty will be enough to win the next job. Let me be clear, relationships are powerful, but they will not save you if you are always the high number. You will get ghosted. You will get passed over. You will lose bids.

Owners, developers, and construction managers want to work with winners. If you are sixth, seventh, or eighth out of eight bidders, no amount of networking will change that. Relationships get you in the door, but performance keeps you in the room. When you consistently come in competitive, clients notice. When you deliver what you promised, your reputation grows. And reputation creates stronger relationships than any marketing campaign ever could.

The danger is when estimating becomes a guessing game. Plugging in unit prices without tying them back to real-world performance is not estimating. It is gambling. Service providers who suggest you simply add more money to bids often have never felt the real pressure that comes with estimating. That is not a strategy. That is laziness. And it leaves you spinning your wheels with no traction in the market.

The Solution

The best estimators and owners treat their role as the foundation of the business. They track outcomes. They analyze data from the field. They adjust and refine based on experience. They do not hide behind the idea that the numbers can be figured out later. They know that every bid is not just a chance to win work, but a chance to strengthen confidence in the company’s ability to deliver.

Performance-driven estimating is what separates companies that are always in the conversation from those that are never considered. Competitive numbers create opportunities. Consistent execution builds reputation. Reputation builds relationships. And relationships, built on performance, keep doors open for years to come.

Performance-driven estimates are created by using historical data, field experience, tracking productions, especially on typical work your company performs, and being able to cross-check each number so you're justifying all your numbers and minimizing any guesswork. 

The Closing

Every contractor wants better relationships in the industry. But the truth is, strong relationships are the result of great performance. To win more work, you need to be in the running. You need to be competitive. You need to know your numbers.

If your company is relying too heavily on relationships without tying them to results, you are limiting your potential. The contractors who win consistently focus first on performance, and the relationships naturally follow.

If this is where your business is struggling, I can help. Reach out to me at jerry@pro-accel.com to schedule a call. Through Peer Groups, Operational Assessments, Strategic Development, and Executive Coaching, I help contractors sharpen performance, win more work, and build the reputation that creates lasting relationships.

Enjoying this newsletter?

Pass it along to your colleagues and friends, and have them sign up here: https://www.pro-accel.com/#Newsletter

If you like Jerry’s insights, follow him on LinkedIn here: linkedin.com/in/jerry-aliberti

Jerry Aliberti
Pro-Accel, Owner