Once the appropriate letter has been sent, wait 7 to 10 days before making a follow-up call. An effective letter will get you in touch with the right individual when calling, and good sales skills will get you a face to face meeting, the next step to closing the deal. In planning projects are defined as those where an architect or engineer has been selected and the projects are being prepared for the construction phase. Contractors can benefit from information on projects in the planning phase by contacting the selected design team, so as to request inclusion among bidders being allowed to bid the project. Ideally, you as a contractor can enter into a negotiated contract at this time, thus keeping the project out of the bid forum.
Suppliers can use planning information to get their product specified in the bid documents.
Subcontractors who supply or perform a unique service can benefit similarly. As with contacting owners, your first contact to an architect should be by mail. The reasons for this are the same as for when contacting an owner, but here there are additional sensitivities. Projects in the planning phase offer real opportunity and thus the architect or engineer now will be pursued by general contractors as well as suppliers of products for possibly all 16 CSI divisions. As a natural defense he or she will become selective about who they talk with.