In construction, relationships matter. The subcontractors who consistently land the best projects aren't just good at their trade — they're good at building and maintaining relationships. Here's how to network effectively.
Why Relationships Beat Cold Bidding
When GCs need subcontractors, they typically call people they know and trust first. If those subs are available and price reasonably, they get the job — often without formal bidding.
Cold bidding means competing on price with everyone else. Relationships mean being the first call.
Building Your Network
Industry Associations
Join your trade association and local construction associations (AGC, ABC, local builders associations). Attend meetings regularly. Volunteer for committees. These organizations are specifically designed for relationship-building.
GC Relationship Development
Identify GCs you'd like to work with. Research their projects and focus areas. Reach out professionally to introduce yourself. Attend their bid events even when you're not bidding.
Peer Relationships
Build relationships with other subcontractors — even competitors. They can refer overflow work, recommend you to their GC contacts, and share market intelligence.
Supplier Relationships
Your material suppliers know who's building what. Strong supplier relationships can lead to project intelligence and introductions.
Networking at Events
Be Prepared
Know who might be there. Research companies and individuals. Have a clear way to describe what you do.
Ask Questions
People love talking about themselves and their work. Ask about their projects, challenges, and business. Listen more than you talk.
Follow Up
Get contact information and follow up within 24-48 hours. A quick email referencing your conversation keeps the connection alive.
Be Consistent
One event won't build your network. Regular attendance at the same events builds recognition and deepening relationships.
Digital Networking
Maintain a professional LinkedIn presence. Connect with GCs, architects, and other industry contacts. Share relevant content. Engage with others' posts.
Online Reputation
Google yourself and your company. What shows up? Manage your online presence through Google Business Profile, industry directory listings, and a professional website.
Industry Forums
Participate in online industry communities relevant to your trade. Provide helpful answers to questions. Build reputation as a knowledgeable professional.
Maintaining Relationships
Stay in Touch
Don't disappear between projects. Regular check-ins, holiday cards, congratulations on new projects — small touchpoints maintain relationships.
Add Value
Share useful information: market intelligence, product recommendations, solutions to common problems. Be helpful without expecting immediate return.
Remember Details
People appreciate when you remember things about them: their projects, their challenges, their families. Take notes if needed.
Deliver When It Matters
The best relationship-building happens when you deliver excellent work under difficult circumstances. Nothing builds trust like coming through when it counts.
Turning Relationships Into Work
Make Your Interest Known
People can't refer work to you if they don't know you want it. Let your network know what types of projects you're looking for.
Ask for Referrals
After completing a project successfully, ask if they know others who might need your services. Most people are happy to make referrals if asked.
Be Easy to Work With
GCs refer work to subs who are reliable, communicative, and low-drama. Your reputation for being easy to work with is valuable.
Stay Top of Mind
When a GC is looking for your trade, you want to be the first name they think of. Regular, valuable contact keeps you top of mind.
Networking Mistakes to Avoid
Being Too Sales-y
Nobody likes the person who only talks about themselves and what they can sell. Focus on relationship-building first.
Inconsistency
Showing up once and then disappearing doesn't build relationships. Be consistent.
Taking Without Giving
Relationships are two-way. If you only ask and never give, your network will dry up.
Burning Bridges
The construction industry is smaller than you think. A bad reputation spreads. Even when relationships end, end them professionally.
Neglecting Existing Relationships
Don't ignore current contacts while chasing new ones. Your existing network is your most valuable asset.
Measuring Network Success
Track Referral Sources
Know where your work comes from. Which relationships are generating projects?
Quality of Relationships
Are you getting early calls on good projects? Or only being contacted when others said no?
Network Breadth
Are you dependent on one or two GCs? A healthy network has multiple potential sources of work.
Two-Way Flow
Are you able to help others as much as they help you? Balanced relationships are sustainable.
Frequently Asked Questions
How much time should I spend on networking?
Even 2-4 hours per month — one or two events plus follow-up — can maintain a productive network.
What if I'm not good at networking?
Networking is a skill you can develop. Start with one-on-one conversations rather than big events. Focus on asking questions and listening.
How do I break into a new market?
When entering a new market, start with your existing contacts' connections. Ask for introductions. Attend local association events. It takes time but follows the same principles.