Chicago’s Blue Book Network team, pictured left to right: Dave Flores, Dave Strawn, Elizabeth Schewe, Pat Mulkerrin, Bob Urena, Steve Cross, Victoria Wolfman and Ken Park; Insets: Rich Kuzmeski and Gretchen Heeren.

With help from the Chicago Blue Book Network team, GMA Construction Group hosted an exclusive event for nearly 100 qualified subcontractors to prepare for upcoming projects.

When it comes to finding the best partners to complete a job, construction professionals have long relied on trusted relationships. But in today’s demanding environment with labor shortages, increasing project complexity, tight budgets and fast-track schedules, the ability to establish and build those relationships can be problematic.

That’s where The Blue Book Building & Construction Network® (The Blue Book Network) steps up to bring construction firms of all sizes, scopes of service and skills together in Chicago and N.W. Indiana.

Pat Mulkerrin, area director with The Blue Book Network, an employee-owned organization, was the first sales consultant in the Chicago territory, hired in 1989. He is particularly excited about the way the team is continually looking for new, innovative ways to approach their networking mission. He adds, “Our team takes great pride in matching buyers and sellers to build profitable relationships. These local Franchise Owners are changing the face of construction relationships in this region by personally helping organizations connect with purpose and promise.”

Networking Ninjas

One of The Blue Book Network’s principal functions is to bring together owners, property managers, manufacturers, general contractors, subcontractors and suppliers by sponsoring networking opportunities.

In some cases, the expert team will facilitate open networking events that assemble multiple general contractors and usually 80-100 subcontractors to talk about projects and services. A few of these highly successful events were hosted last year by Wintrust Bank at its corporate headquarters, and more are scheduled this year. The Blue Book Network team makes many personal introductions at these meetings.

This year, the Chicago team is expanding its matchmaking endeavors through targeted events such as meet-and-greets between, for instance, a GC and multiple subcontractors/suppliers. Usually, these events take place at a GC’s office, to establish partnerships for one or more jobs.

Victoria Wolfman, one of 10 local Franchise Owners in The Blue Book Network’s Chicago region, recently hosted such an event for Cornelius Griggs, President of GMA Construction Group, one of the top minority and veteran-owned general contractors in the Chicago area.

When asked how this custom event came about, Wolfman explains, “Earlier this year, I asked him what he needed in terms of subcontractors for upcoming projects. He said he had a lot of needs, particularly in light of today’s workforce-challenged environment, and could use some help.”

In response, Wolfman suggested a small meet-and-greet at his office. He then provided the classifications, union and non-union requirements, etc. Wolfman reached out to subcontractors in the Network that fit his specifications. In total, almost 100 qualified subcontractors comprising every trade requested attended the get-together.

Griggs and his team were amazed. He says, “I’ve always considered The Blue Book Network a partner, but this focused event surpassed my expectations. In one two-hour window, I was able to broaden my subcontractor partnering database and jumpstart the process of fulfilling all of my project needs this year.”

All of the other Franchise Owners for the Chicago-based Blue Book Network team—Steve Cross, Dave Flores, Gretchen Heeren, Rich Kuzmeski, Ken Park, Elizabeth Schewe, Dave Strawn, Bob Urena and Gretchen Heeren—are finding similar enthusiasm for such events in their respective territories.

Targeted for Talent

Over the coming year, each Franchise Owner will be hosting several targeted events for general contractors in their territories.

Strawn is currently working with Schramm Construction to bring together qualified subs and suppliers. He adds, “This GC needs a range of subs for upcoming jobs. My job is to get those people to this event.”

Kuzmeski agrees, adding, “These smaller events are really exciting for us because we have a unique opportunity to directly support organizations.” As an example, Kuzmeski is helping Hudson Construction in the residential space plan an event hosting 40-plus subcontractors and suppliers from all classifications (e.g., roofing, electrical, drywall, concrete, masonry) as well as a handful of general contractors to spotlight that company’s self-performing services.

Park says his general contractors and subcontractors believe these events are a chance to see the people behind the project, saying, “That’s our job. One of the big differentiators of The Blue Book Network is we have people on the street. For us, these targeted events are a modern framework for the traditional handshake.”

Resources and Referrals

Along with innovative meet-and-greet opportunities, the ‘Chicago Team’ continues to build a reputation as problem solvers and relationship builders.

Peter Fazio, President of Chapple Design Build, a general contracting business operating in Chicago since 1949, relies on The Blue Book Network as his primary source for finding qualified subcontractors. Fazio says, “Whether I’m looking for subs for an upcoming project or need a referral to meet an immediate issue or challenge, I reach out to my Blue Book rep, Liz [Schewe].”

Schewe believes there are many general contractors and potential buyers in the industry who could benefit from the Network’s in-print The Who’s Who in Building & Construction publication, which includes a regional buyers’ guide, online at TheBlueBook.com, and in person by reaching out to their local Franchise Owner. She adds, “Many in the industry don’t realize the power of The Blue Book Network.”

She points to a variety of tools on the website, such as BidScope^®, a project delivery tool that includes the “Relationship Manager” for access to the people and contacts behind the projects; ONETEAM, a secure, private, and free service for bid and vendor management; and ProView^®, a digital platform that highlights a company’s qualifications and includes search engine optimization.

A Digital Presence

In today’s environment, a well-prepared digital resume opens new doors of opportunity. ProView includes a comprehensive display of qualifications, including union or non-union status, project photography and detailed listings, licenses and certifications, and key company contacts.

Flores confirms, “A large percentage of all relationships today begin on ‘Page One’ search results, specifically, the details and qualifications listed on ProView. It’s where, for instance, subcontractors and suppliers position themselves to capture the attention of general contractors looking for their unique skills. It’s our job to help our clients make the most of their ProView digital presence and take advantage of all its capabilities.”

“It’s not the volume of hits that are realized—though that’s there,” Urena says, “but the quality of the hits that really makes a difference in today’s competitive space. It’s really exciting to see the high number of direct connections that come from the ProView digital resumes.”

In one case, Flores notes that by tailoring its digital resume, an HVAC company had its best year in 2018 after over 70 years of business. In Urena’s territory, a small flooring company was on the brink of going out of business. Urena worked closely with the company leadership to build a comprehensive online resume that spotlighted projects and people. Today, that business is well into the green with a considerable backlog and a growing reputation for excellence.

Cross has many similar examples of success. “Our job is to make all of our contractors and suppliers shine; we’re like the pied pipers of digital discovery,” he affirms.

To expand user knowledge, the Chicago team regularly hosts educational Lunch & Learn programs with general contractors to introduce them to the features and functionality of The Blue Book Network’s digital solutions.

“Like The Blue Book Network has done for over 100 years, we’re here to help buyers and sellers connect,” Mulkerrin concludes, “and we take our online, in print and in person motto very seriously. Let us know how we can help.”