Engineered Relationships

by Brooke Smith | 15 March 2024 7:00 am

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In a world fixated on automating anything and everything possible, it is worth recognizing—no, celebrating—that some things just cannot be accomplished without the contributions of human heads and hands. Even the simplest building project typically demands involvement from numerous consultants and contractors to plan, design, detail, and construct the finished product. And despite significant technological advances with estimating and design software programs, the construction business is still, at its root, a “people” business. The metal building systems industry is a prime example of that. Sure, sophisticated industry-specific metal building software, coupled with the latest 3D modeling applications, is utilized for engineering the structural members and connections, and detailing each component to get it plant-ready; however, there are many metal building conditions those programs do not effectively tackle. Inevitably, experienced engineers and drafters apply their skills to tweak what the computers spit out to ensure buildings pass muster with specified engineering standards in accordance with the designated building code and loads and, just as importantly, fit up nicely for the installer.

Yet, even before a building order lands on an engineer’s desk, the project scope needs to be vetted by a salesperson, quoted by an estimator, carefully reviewed with the customer before being submitted, and clarified by a project manager. And only after design and detailing is complete does the heavy lifting begin. CNC machines and giant shears may cut bar and plate shapes used for built-up frames and pull-through machines tackle the long, continuous welds, but the greater majority of fit-up and finish welding is still being done by hand in most facilities. In addition, there are industrious individuals bending trim, running secondary framing rollformers, threading rod bracing, applying primer, and dividing up all the necessary bolts, screws, mastic, caulk, and closures to comprise a complete, ready-to-assemble metal building system.

The point is that it is a complicated, labor-intensive process fraught with plenty of potential to create a poor experience for the building installers, the general contractor, and/or the end owner.  The good news is that there is a time-tested strategy to help ensure a metal building project goes smoothly from start to finish.

Build a strong relationship with an established, reputable metal building manufacturer.

Since the word relationship is often tossed around casually, it will be best to define what that means in the context of a contractor and manufacturer working together. It starts with a shared interest in doing business based on common values to foster a mutually beneficial, long-term association. It sounds simple enough, but how does this type of relationship drive a successful project? Here are just a few of the many intended benefits:

Another important thing to recognize is that not all metal building manufacturers are equal. Each has its own unique business model. Contractors who may be inclined to team up with a manufacturer should ask themselves these 10 questions when evaluating their options:

  1. Is the company truly the manufacturer, or are they selling someone else’s products under a different name? It matters. If there is a dispute about the scope of the job, who takes ownership to address it? When a field issue or shortage is identified, who takes care of the problem? Who is responsible for handling warranty claims?
  2. Has the manufacturer obtained IAS AC 472 accreditation to ensure a high standard of engineering and production practices? Are the manufacturer’s products time-tested?
  3. Do the manufacturer’s core values align with the contractor’s?
  4. Trust is the foundation of a strong relationship. Does the manufacturer have a reputation of doing what they say they are going to do?
  5. Does the manufacturer consistently honor the relationships they have with their customers, or only when it suits them?
  6. Does the manufacturer see gaining market share as a higher priority than earning loyalty?
  7. Does the manufacturer consider the value of the relationship when making tough decisions?
  8. Does the manufacturer take care of all stakeholders? Do they consistently treat customers, employees, and suppliers with dignity and respect?
  9. Does the manufacturer have strong relationships with their own suppliers? Can they get reliable access to materials, especially in a tight steel market?
  10. Does the manufacturer show their appreciation and recognize their customers for their business?

When people genuinely care about one another’s best interests, projects tend to go smoothly, the work is more enjoyable, and profits go up. That is why choosing the right partner today ensures success tomorrow—and in the future.

Mike Pugach has served as general sales manager at Chief Buildings since 2018. His association with metal building systems spans almost 30 years, starting as a project manager for a design-build construction company in the mid-1990s. He first became a district manager for a national manufacturer in 2001, and has been with Chief since 2014.

Endnotes:
  1. [Image]: https://www.metalconstructionnews.com/wp-content/uploads/2024/03/Picture-2-Ivan-Weaver.jpg

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