by HEPACART on Mar 23, 2017
As a healthcare contractor, you know that it is crucial that you build and maintain relationships with healthcare facilities managers. There is no cut and dry way to build good relationships, because every manager, contractor, and project are different. But if you make an effort to learn more about facilities management and to be clear in your intention to make the job of a facilities manager easier, rather than harder, then you will be in a great position to grow your business.
Build a Strong Reputation
While your professional reputation may not seem like the most important piece of your working relationship with facilities managers, it is critical. In healthcare as well as other fields, facilities managers are frequently hiring contractors for a huge range of projects. Rather than flip the pages of the virtual phonebook that is Google, they want to have a reliable pool of contractors that they can go to when they need work.
If you have a solid reputation in your region, including available references, you make the facility’s job easier because they know that you have the experience to back up your work. While price is always going to be a factor in healthcare construction, even in hiring contractors, it will never be the only factor under consideration. A solid reputation can help both your business and the facilities manager’s peace of mind.
Provide Complete Bids
Putting together bids for a healthcare construction project is an artform. Of course, you want your prices to be competitive, but underbidding can only lead to difficulties down the line. To maintain your relationship with a facility, you want to be sure that you only provide bids that are complete and transparent. Anything that you need to complete the job should be in the bid, from labor costs to equipment rentals. Do not make it the job of the facilities manager to come back and ask whether your bid includes x, y, or z -- it should be clear at first glance.
Communicate from Day One
Every healthcare construction project will have different points of contact, but keeping lines of communication open from the outset will serve you well. No matter what you are building or fixing, the facility staff will have to maintain it once you leave, making it critical to communicate. You may need to reach beyond your main point of contact to make sure that the administrative staff, nurses, or maintenance crew that are responsible for the project after completion are involved from the beginning.
Know Where Warranties Stand
When they work with you, facilities managers should feel confident that you will communicate which parts you install or replace are under warranty and that you will notify them of this information. There is nothing worse than postponing a repair for a month only to find out that it would have been covered under warranty if you had not waited. If you can add value to your services by providing reminders or updates on the status of a project’s warranty parts, you will put yourself miles ahead of your competition.
One of the best ways to improve your relationships with facilities managers is by understanding what they do and how they do it.
Download our presentation below to get an inside view of how facilities management is changing in 2017 and beyond.