Leadership Playbook & The Biggest Mistakes Subcontractors Make (That Cost Them Contracts) with Steve Hearon of BrandPoint Services

To secure bigger commercial contracts, understand that you are partnering with a larger entity and representing their brand; mistakes at your level can have far-reaching consequences for them.

Practice transparency: immediately communicate any issues or mistakes, along with your plan to fix them. Hiding problems erodes trust and damages long-term relationships.

Cultivate a sense of urgency: address problems quickly and provide information promptly to allow experienced partners to help you resolve issues efficiently.

Develop robust administrative systems for invoicing, reporting, and documentation. Even if your craft is perfect, you won't get paid if your paperwork is incorrect or incomplete.

Ensure you are properly insured and licensed for national-level operations, as requirements can vary significantly by state and client type, creating barriers to entry for less organized contractors.

Have a financial buffer or access to factoring services: large commercial clients often have 30-90 day payment terms, so your business needs to manage cash flow effectively without relying on immediate payment.

Know your limits and be willing to say no to projects that are outside your core expertise. Overextending yourself can lead to disappointing clients and jeopardize existing relationships.