I ran into the same problem. The jobs I was used too quoting are smaller than yours, under 100k. I contacted some GC’s in my area and was put on their bid lists for site work. The one GC’s that I had worked for so far up to that point was the only one and he and I would sit down together, go over the plans and come up with a number. He is going to use me no matter what as long as my number was reasonable and he got the contract. So this is a great working relationship. My thinking was can I develop this same relationship with other GC’s. The answer is no, so far. The other GC’s use me to get a number; my number is best some times but still hires the excavator that they want to use anyways. They just tell him my number to keep him honest. The GC has to get viable bids on most sub work and you could be one of them. You have to watch out for this, because it does take a lot of time to quote a larger project. The process is the same as a smaller project, just more of the same kind of work you are used to. So use the same math but discount it some because of the work will be in one location and more money or volume. I did do some sub work for another larger excavating company than myself last summer and that help a lot, he was busy and I took the work that he couldn’t do at the time. Bottom line is GC’s are very, very tough; the best case snareio is to build a relationship with GC on a smaller project before you take larger project from them for a lot of reason. I am to the point with a couple of guys that they do tell me if my number is good, but that doesn’t grant me the work. I have asked for smaller work from the new contacts that I have made and have explained to them why, for the reasons listed below. I have also explained to them that I am not a quoting machine just so they can get the 3 quotes that they need. I have also requested to meet with the final decision maker from each GC, maybe lunch to explain to them what I am capable of and what I am not capable of. I also have requested to meet with the decision makers to have them tell me that if my number is the best on a project that I can handle that I will get the work. I am to the point that I had a couple of nice projects lined up if the GC was awarded the contract, both times he didn’t get the work. I am sure that some of the site work guys on here can add a lot to this, this is just what I have found out in the last few summers. I have also declined to quote work from one GC because I have quoted about a dozen jobs and was told that my number was best and still did't get the work. So now when they call I am to busy to do the job.
You want to make sure they pay, including the retainage
You want to know how they treat you in the process
Your exposer is as little as possible if they do not pay.
The GC gets all warm and fuzzy from your work if the job is small enough so it is very easy for your company to really shine
