Dive into the world of landing and managing large contracts. Learn about the art of relationship building and the requirements of having solid processes. Gain expert advice on tailoring marketing strategies for different scales and the strategic decision-making to drive business growth. This episode is a must-listen for anyone looking to go after larger contracts or commercial work. Join host Adam Sylvester, Dan Guest from Guest Plumbing & HVAC and Judith Virag, owner of Clean Club Calgary.

Introduction to the episode and guests [0:30]

What guests consider to be large contracts in their fields [0:57]

Profitability of large contracts [2:09]

Strategies for starting small and scaling up to handle large contracts [3:46]

Marketing strategies for large contracts vs. regular jobs [4:25]

Nurturing long-term relationships with clients, especially in commercial contracts [5:20]

How business models differ in residential versus commercial sectors [8:20]

Setting up and maintaining large contracts, including legal and financial considerations [10:30]

What guests love about Jobber [11:46]

Developing meaningful relationships with commercial clients and understanding their business needs [13:38]

The role of the owner vs. sales team in relationship building [15:54]

Starting a business with a focus on large contracts vs. scaling up [18:35]

Operational differences in handling large contracts [25:17]

Adam’s takeaway tips [27:38]