We’ve had some recent online discussions about how much specification and drafting work should be done on a complimentary basis before the sale? Some believe that as remodeling salespeople we should hold our cards close to our chest, and sell our projects based totally upon what we have done for others. Our reputation and portfolio should be adequate enough for the client to make a decision to move forward with us. I believe that our work...

All good contractors know that a key element to avoiding confusion or disagreements in project planning involves properly detailed specifications. It’s amazing what well, thought out specs can do for your planning, for the accuracy of your estimate and for building trust with a prospective client. Many of you are also painfully aware that clients can take your hard work and use it to secure other bids. Prior to showing your client plans,...