So you’re working as an independent contractor. Or you’re thinking about becoming one and building some clientele on your own terms. It can be a lucrative and in-demand field of work, but there are ways to approach contracting that will result in varying levels of success. It starts with the right marketing, testimonials, and exceptional service, and it takes leadership qualities, financial acumen, and the willingness to continually learn to make it a long, rewarding career. 

How to become a successful contractor 

Identify your business goals

To kick off business growth, you first need to determine your goals. You should set short-term and long-term goals and consider how you define success. Consider your location, project experience, lifestyle, and salary, and which goals make sense with your construction expertise and those factors in mind. Then, you can map out a plan of action to reach them. 

Consider sharing your goals with mentors or friends in the industry. They can hold you accountable and keep you in mind for future references or referrals. 

Create a marketing plan

Strategic marketing campaigns can help future clients distinguish your contracting services from the competition. Consider your market angle and the specific benefits or niche services you offer. When advertising, highlight those differentiating features in social media posts, on your website, in your email list, and on job listing websites. 

Your advertising approach and brand voice could impact your success. So lean into something niche, enticing, and applicable to your location.

Find your first client 

There are a few places where you could find your first client. You should be diversifying your outreach strategy, meaning your first client could come from: 

• An ad
• A referral
• A family member or friend 
• A networking connection
• An application to a job posting

Deliver exceptional service

Once you have your first client, make sure you deliver exceptional service. There are many contractors in your niche who could get the job done, but being professional, friendly, easy to work with, and offering competitive pricing could make you more memorable for the rest. 

Delivering exceptional service is also your ticket to more referrals, testimonials, and business in the future. 

Gather testimonials and reviews

After offering exceptional service, ask your customers for a friendly testimonial. Most clients would be happy to sing your praises, and you can use these testimonials for your website, ads, and social media. 

Trust from the community is a major selling factor for new clients researching your services and could lead to an uptick in business. 

Ask for referrals

When a job is done well, people talk. Ask your clients, especially any you have gone above and beyond for, for a referral for new business. You might be surprised by how well-connected people are and how lucrative that could be for you. 

You could also incentivize clients to give you a referral with a future discount or an add-on to your current services with them. 

Build your professional network

A professional network is the key to finding new opportunities to connect with new potential customers. Your network might come from online groups, from social platforms like LinkedIn, by attending events, or just by doing great work with different organizations. 

Your network also helps you stay in the know about the latest industry news and tech innovations. 

The 12 traits most successful contractors have in common 

Before you start a contracting career it’s important to consider the traits successful contractors have in common. The majority of these traits can be learned and developed, but it does help if you’re already skilled in some before starting your own business. This could give you an indication of whether or not you’ll have a chance at success early on. 

1. Excellent communication skills

As part of their work, contractors collaborate with various professional stakeholders, such as property owners, business owners, and general contractors. Successful contractors have perfected their communication skills to make these interactions productive and professional in any context. 

Professional communication should be the goal verbally and in written form, which is particularly important when negotiating contracts, confirming scheduling, and relaying status reports via email.

2. Conflict resolution ability

Delays, disruptions, and worker tensions could run high on any construction site. When things become even a little disorganized, it can quickly go from a smooth operation to a war zone. Being able to calmly regroup from issues on the job site and course correct in a non-hostile way will be important for your career as a contractor. It shows you’re a quick thinker, a smart strategist, and ultimately, easy to work with for potential future projects. 

3. Strategic business planning 

Strategic business planning is as easy as setting a target and building a plan to reach it. It involves creating objectives, milestones, reasonable timelines, and confirming contractor responsibilities. The plans should be crafted in part by a good contractor and revisited periodically to ensure it’s on course to meet the target. 

4. Financial acumen 

When it comes to the business and financial side of their work, many contractors get lost. Some don’t invoice with software for their completed work, fail to follow up with unpaid invoices, and often provide free labor. 

Strong financial acumen could be the difference between a profitable contracting business and difficulty making ends meet. Poor cash flow sinks more contractors and businesses than any other factor. Expanding too quickly without scaling your finances is a significant cause of poor finances and cash flow. In short, learn how to manage your cash. 

5. Effective negotiation skills

Strong negotiating skills are arguably one of the most important traits successful contractors have in common. Contractors across all niches need to negotiate the rates they charge for their labor. Women in construction especially need to refine this skill and advocate for themselves, as the disparity and wage gap are especially apparent in construction.

Successful contractors should also be familiar with the appropriate rates for their niche and location. They use this information to confidently ask for the best possible rates. 

6. Leadership ability 

No construction project is built by one person. Every construction business has owners, general contractors, subcontractors, and other specialized individuals to get the work done. 

As a contractor on a job site, show the project owners and other workers that you can be depended on, can help organize and manage the team, delegate tasks, and actively help progress the project to completion. 

7. Highly organized 

A contractor’s role is complex both on and off the job site. Organizations can help contractors by outlining roles and deliverables, but it’s up to the individual contractor to carry things out as expected. Organizational habits like showing up on schedule every day, keeping meticulous records, invoicing on time, and executing work efficiently will build your reputation as a highly organized contractor. 

8. High risk tolerance

Many workers and contractors have a difficult time naturally understanding and mitigating risks. Every project has risks, but some workers are too focused on the end completion to pay attention to the present. 

Will you get your required materials and resources? Will your subcontractors perform as expected? Will there be scheduling or weather delays? These are some common risks that could impact the job, and every contractor needs to be adaptable to properly course-correct so the project reaches the finish line.

9. Attention to detail

Because every role and task on the job is so intricate, little details often go unnoticed. Every good contractor needs to be detail-oriented, whether noticing a safety assessment with a cut corner, a typo in an invoice, or a slightly defective piece of equipment. 

Being in tune with small details makes you look more professional and protects your business and your physical safety. 

10. Ability to problem solve and think critically

Being detail-oriented goes hand in hand with the ability to think critically. Problem-solving and critical thinking involve assessing the information available to you, understanding why and how those details could create blockers, and then building a plan to overcome them. 

These skills translate on the site and in scaling your business. By identifying issues with the physical work and your marketing, you can be more productive and ultimately more profitable. 

11. Continuous learners

As a contractor, you probably originally learned your trade skills some time ago. Construction companies are often slow to adopt new technologies, from software to new machinery. Staying on top of technology, operational efficiency, and even new safety protocols could be the deciding factor for your next new client looking to hire. 

12. Mastery of online media 

Marketing is important, and with that comes a responsive and strong online presence. Email campaign platforms, easy website builders, and even AI-powered communication tools can help you maximize your outreach without compromising your time spent on site. 

Final thoughts

Strategizing to scale your business as a contractor will be your most important job. Knowing what traits successful contractors have in common can help you make the right decision if this field is for you. Starting out is all about creating a marketing plan, delivering quality service, and growing your network. 

All successful contractors have conflict resolution skills, leadership ability, risk tolerance, and continuously learn and adapt to new processes and technologies. By making these traits a natural habit, you’ll see your business boom in no time. 

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