A fabrication business is one of the businesses that are known to thrive all through the year and across different locations.
This is so because the fabrication business significantly contributes to the economy by manufacturing a wide range of products, fostering innovation, creating employment opportunities, and driving economic growth.
Its role spans various industries, providing essential goods and services that form the backbone of economic development and diversification.
The fabrication business involves the manufacturing of diverse products through cutting, shaping, and assembling raw materials.
In case, you are planning to start a fabrication business, or you already have a fabrication business, and you are cracking your brain on how you can get contracts from industries such as construction, automotive, aerospace, energy, and electronics companies, then you may want to consider reading this article.
In this article, we will look at ways you can secure a fabrication contract either as a new fabrication business or an existing fabrication business.
Steps to Get Fabrication Contracts
Business Registration and Compliance
The truth is that without legally registering your fabrication business, no construction, automotive, aerospace, energy, or electronics companies will take you seriously.
For example, to ensure compliance as a fabrication business in the U.S., your business must adhere to environmental regulations, workplace safety standards, and quality control measures.
Compliance with local, state, and federal laws, as well as obtaining necessary permits, and certifications, and maintaining accurate record-keeping, is very important for operational legality and the overall success of the business including getting fabrication contracts.
In case you are not sure of the licenses and permits you will need, you may want to consider checking with local, state, and federal authorities to determine exactly what is required in your city.
You should also consider getting insurance to protect your business and your clients and invest in reliable tools and equipment.
Establish a Professional Image
If your fabrication business is seen as a small-scale business or a business without structure, then no companies will want to risk giving you fabrication contracts. Interestingly, it might not cost you much to establish a professional image for your fabrication company.
All you need to do is build a well-designed website that will showcase your company as a well-equipped and structured business. You should also be ready to spend money on branding, and marketing materials.
The whole reason why you should do this is to ensure your fabrication company conveys reliability and trustworthiness. With that, it will be easier for you to win fabrication contracts from stakeholders across various industries.
Fabrication companies seeking fabrication contracts can benefit from attending industry events like FABTECH, IMTS (International Manufacturing Technology Show), and METALCON.
Conferences such as AISC’s NASCC and trade shows like SEMA and OTC usually provide networking opportunities, exposure to potential clients, and insights into the latest trends and technologies in the fabrication sector.
Just make sure you go to these networking events, conferences, and trade shows with your business cards, and marketing materials to build relationships with key decision-makers.
Make sure you get to know the people who are responsible for awarding contracts to fabrication companies. Apart from that, you may also consider joining local and national manufacturing and fabrication associations to gain access to networking opportunities and resources.
Build Business Relationships
If you want to get fabrication contracts, you need to establish relationships with production or procurement managers who may be involved in decision-making related to fabrication businesses.
All you need to do is visit these companies with your marketing materials and ask to see the production or procurement managers and the company’s administrators.
Once you get to see them, your intention should be first to build a relationship before telling them where you are there to see them.
Market Your Services
You cannot win fabrication contracts without deliberately marketing your services. When developing your marketing strategy for your fabrication company, you must make sure it covers online advertising, direct mail, cold calling et al.
In case you are new to developing a marketing strategy, you may want to consider contracting this aspect of your business to a marketing and sales or business consultant who will help you create a workable marketing document.
Monitor Requests for Proposals (RFPs) and Bids Opportunities
Many companies put out bids for fabrication contracts on a regular basis. You can find these bids on government websites and industry publications.
One good thing about requests for proposals (RFPs) and bid opportunities is that they are made available to interested fabrication companies, and your ability to meet the bid requirements will give you the chance to win the contract.
Note that you must be ready to show your superiority over others who are bidding for the same fabrication contract if indeed you want to be considered.
Part of what will give you an edge is to ensure you emphasize your combination of advanced technological capabilities, a proven track record of quality and timely delivery, cost-effectiveness, innovative solutions, stringent compliance with regulations, and a strong reputation for reliability and client satisfaction.
Form Strategic Marketing Alliances with Other Players in Key Industries
A strategic marketing alliance is a cooperative partnership between two or more businesses to achieve shared marketing objectives.
These alliances involve the sharing of resources, expertise, or distribution channels to increase market reach and effectiveness.
By collaborating, businesses can access new customer segments, enhance brand visibility, and create mutually beneficial opportunities.
Such alliances often focus on complementary products or services and can lead to increased market competitiveness and growth.
A fabrication business can form strategic marketing alliances with industries such as architecture and design, engineering firms, technology companies, and infrastructure developers.
In essence, if the companies get a fabrication contract or are asked to recommend a fabrication company, your company can easily be recommended.
Get All Your Employees Involved in Marketing Your Services
Lastly, you need to make sure that all your employees (not only marketing and sales executives) are directly or indirectly involved in the sales and marketing of your services.
Just make sure that you create provisions for your employees to earn a commission when they bring in business (contracts) for the organization if you truly want to motivate them to continue to help you win fabrication contracts irrespective of their core job description in the organization.
You can also create a business model that will enable freelancers to work with your organization especially as it relates to bringing in fabrication contracts; whenever they refer clients to your organization, they will earn a percentage of the deal.