Meet the Generals: How to impress at B.C.’s biggest networking event of the year

Looking to take your trade business to the next level with a big general contractor?

On June 26, key decision-makers from more than 65 top GCs, developers, and public owners will gather at the Marriott Parq Vancouver. The occasion: Meet the Generals, ICBA’s highly anticipated annual networking event that draws over 1,700 contractors and industry leaders from across the Lower Mainland.

SiteNews sat down with one of those Generals – Kindred Construction – to find out the best way to approach general contractors, how to make a good impression, and what companies are looking for in a long-term partner. If you play your cards right with the tips below, you could walk away with some new projects or partnerships in the pipeline.

“Subtrades are the most crucial partner for us,” said Matthew Reid, Chief Operating Officer at Kindred. “They are literally what dictates if we have a successful project or not, so it’s been a long process to kind of refine our preferred subtrade list. The ones who are key partners and team players that help drive success, they make Kindred a successful company our clients can rely on.” 

But how does one achieve that status with a builder like Kindred? It starts by doing your homework.

Come prepared

Fashionably late doesn’t apply to the construction industry. The Meet the Generals starts at 1 p.m., and arriving early is your best chance to put in face time with the big companies before you have to fight for it. 

A little background research goes a long way – there’s a list of GCs on the MTG website. Know the company you’re talking to, the projects they work on, and the kinds of contractors they work with. Show the client you know your stuff.

“We get people coming up and they are talking about concrete highrises or infrastructure and we don’t even do that kind of work, so it’s impressive when people show up and they know what we have done,” said Reid. “They aren’t just a random business development person who is there to hand out cards.”

Offer solutions

Unlike other networking events, there’s no need for small talk at Meet the Generals. Respect the mission. Once you’ve introduced yourself to the company contact, tell them what you can offer and why your shop would be a good fit. 

To wrap up the conversation, say you’d like to work together and ask for the best way to follow up. Requesting a call or face-to-face meeting shows initiative, but if they direct you to an online portal (like many companies are doing these days for efficiency’s sake), be receptive, not discouraged.

“Come with solutions, tell us what you can provide,” said Reid.

It can pay off huge. At past Meet the Generals events Kindred has made key connections with finishing carpentry operations, small concrete work providers that have gone on to work with them over and over. 

Play the long game

The event is over. Maybe you sent some applications, got a call-back, or even a contract offer. But the journey is just beginning. Reputation is everything in construction, and it follows you. General contractors don’t just check your references. They ask around. They’ll talk to other trades, suppliers, site supers, and anyone who’s worked with you. If you are difficult to work with, they will find out.

“We will actually go to their sites, vet their work and see what they do,” said Reid.

If a bigger contractor takes a chance on your crew, they’re watching how you handle the smaller jobs first. Nail those, stay professional, and be patient. Big projects tend to follow when you prove you’re reliable, proactive, and focused on quality over ego. This means keeping a clean site, flowing well with other trades, not cutting corners when it comes to safety, being willing to make adjustments to hit deadlines and being a team player when it comes to making the job successful. 

At the end of a job, Reid will listen to the superintendents in the field about who is crushing their work and who is being difficult.

“We want a super coming to us going ‘I want them on my project’ and if they are competitive they get the call,” said Reid. “The superintendent has a huge say. If you can win them over, that’s 90% of the battle.”

Be a good partner

Change orders happen. But being the contractor who throws up roadblocks, slows down progress, or nickel-and-dimes the GC won’t win you more work. Be collaborative, clear, and reasonable. GCs remember the crews that made their life easier, and those are the ones they call back. And if they see potential, a GC may take you under their wing and build you up. They start you on small jobs, slowly building you up to bigger ones. Do everything right and you might find yourself in the opposite position. There are trades with such incredible capabilities and reputations that companies like Kindred are trying to work with them. 

“It’s about having that relationship where we know that if there are any issues or friction, those trades can come to the table and help solve it. Because there are many projects down the pipeline and we are trying to nurture those relationships. 

Meet the Generals is free for ICBA members. If you are interested in attending, register at https://events.icba.ca/mtg