Understand the game you’re actually in
Most subs walk into GC relationships thinking: “They get us steady work, we do great work, the money will sort itself out.” That’s not the game.
From a lot of GC perspectives, you are a risk sponge, a cash buffer, and a scapegoat. You do not have to accept that dynamic.
A simple mindset shift:
“I am not lucky to be on their job. They are lucky to have a trade who can execute cleanly and keep their client off their back.”
Not all GCs deserve your sweat
You cannot treat every GC like a long-term partner. Some are just chaos with a logo.
Tier 1 – Keep and protect
They pay on time, send clear bid packages, and look for solutions. Give them first right of refusal and invest in the relationship.
Tier 2 – Use, but on your terms
Payments are fine but slow. Scope is rushed. You stay, but you reduce exposure and price in the friction.
Tier 3 – Fire politely
Always chasing payment. Every job is a "favor". Crew hates the site. Fix it with a clean break.
Price like a business, not a desperate sub
If you are losing money, it’s usually because you under-priced the risk or let scope creep eat your margin.
- Stop hiding overhead: Your price must cover labor, materials, supervision, insurance, and PROFIT.
- Build in disruption: Add a disruption factor (10-15%) for tight sites or chaotic owners.
- Get paid for mobilization: Moving crew and trucks is not free. Include mobilization and remobilization fees.
Scope: write it like a lawyer
Scope is where most of your profit leaks out. "Can you just take care of that?" is a trap.
Make inclusions and exclusions brutally clear. Spell out exactly what is included (areas, fixtures, tasks) and what is excluded (after-hours, other trades' mistakes).
The Change Order Rule
“No free work. No retroactive begging.” If it's outside scope, flag it in writing, send a price, and do not proceed without approval.
Payment terms: stop being the bank
In too many GC relationships, subs are effectively providing interest-free financing.
Tie start to paperwork. Do not mobilize without a signed subcontract or PO. Define pay app cadence and late payment triggers. And limit exposure on risky clients-don't let one client take you down.