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Content

Scaling Commercial

⏱️ 29:10 🎤 Kevin Hoffman, Patrick E.
AUDIO EPISODE
Scaling Commercial
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Chapters

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  • 0:00
    From Teacher to Painter
    Patrick shares his unexpected entry into the painting business while in college, driven by an opportunity and the realization of good earning potential.
  • 3:11
    Transitioning to Commercial Work
    Patrick explains how an urgent request for a multi-family apartment project introduced him to the commercial sector and its potential.
  • 8:14
    Building GC Relationships
    He emphasizes the importance of account management and genuine human connection over transactional interactions to foster lasting partnerships with general contractors.
  • 15:07
    Proactive Business Cultivation
    Patrick details their strategy of 'pounding the pavement,' visiting offices, and making face-to-face contact to secure new commercial business rather than relying on cold outreach.
  • 25:37
    Navigating Commercial Bidding
    He outlines the longer, more complex bidding process for commercial projects, including vetting, follow-ups, and the increased number of decision-makers.
  • 37:03
    Turning One-Time to Repeat
    Patrick explains how focusing on communication, quality, respect for other trades, and addressing client pain points converts one-time jobs into repeat business.
  • 41:39
    Scaling and Expanding Locations
    He discusses the gradual scaling of his team and projects, and the strategic decision to open a second, successful location in Florida.
  • 55:14
    Advice for Commercial Newcomers
    Patrick encourages contractors to enter commercial painting, stressing the need to vet clients, understand payment terms, and prioritize safety.
  • 58:12
    Managing Commercial Cash Flow
    He addresses the challenge of longer payment terms in commercial work and strategies like maintaining residential work and using lines of credit to manage cash flow.
  • 1:03:45
    Prioritizing Safety and Training
    Patrick highly recommends OSHA training for commercial contractors due to the increased safety regulations and complexity of job sites.

Speakers

K
Kevin Hoffman
Host — editor of APC Magazine
P
Patrick E.
owner of Brothers Colors painting

Key Takeaways

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Prioritize building genuine, human-to-human relationships with GCs over transactional cold calls or emails to improve conversion rates and foster trust.

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Actively 'pound the pavement' by visiting GC offices, introducing yourself, and offering solutions to their pain points, as this face-to-face interaction converts better.

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Understand and adapt to longer commercial project cycles and multiple decision-makers; use tools like LinkedIn Sales Navigator to identify key contacts.

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Be proactive with follow-ups after submitting bids to keep projects warm and demonstrate engagement, as GCs appreciate this attentiveness.

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Maintain high standards of communication, quality, and respect on job sites, including cleanliness, as these small details significantly contribute to repeat business and positive reputation.

✦

Start small with commercial projects that match your current capacity, gradually scaling up as your team gains experience and confidence to avoid being 'knocked out' by overly large jobs.

✦

Familiarize yourself with commercial payment terms (e.g., Net 30) and plan your cash flow accordingly, potentially utilizing lines of credit or maintaining residential work to bridge gaps.

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