How to Win Commercial Contracts as a Tradesman

Commercial work pays better, provides more consistent income, and often leads to repeat contracts. But most tradesmen stick to domestic because they don't know how to get started with commercial. Here's how.

Why commercial work is worth pursuing

• Higher day rates - commercial typically pays 20–40% more than domestic
• Repeat work - one facilities manager can give you years of steady jobs
• Bigger jobs - more revenue per project, less time quoting
• Professional payment terms - 30 days is standard, less chasing

Where to find commercial opportunities

1. Direct approach to businesses - walk into offices, shops, restaurants. Look for premises that need work. Introduce yourself to the owner or manager.
2. Property management companies - they manage multiple buildings and always need reliable tradesmen. Google "[your area] property management company" and send an introduction.
3. Facilities management companies - the bigger version. Companies like Mitie, CBRE, and Mears subcontract to local tradesmen.
4. Tender websites - Contracts Finder (gov.uk) for public sector. MyTenders, Delta eSourcing for private sector.
5. Estate agents - they need tradesmen for rental property maintenance. Build relationships with local agents.
6. Architects and designers - they specify work and recommend tradesmen to their clients.

What commercial clients expect

• Insurance - public liability (minimum £2m, often £5m or £10m required) and employers' liability if you have staff
• Accreditations - CHAS, SafeContractor, or Constructionline for larger contracts
• Professional quotes - detailed, itemised, with your terms and conditions
• References - they'll want to see previous commercial work
• Health and safety - risk assessments and method statements (RAMS) for each job

How to write a commercial quote

Commercial quotes need to be more detailed than domestic. Include:

• Detailed scope of work with specifications
• Itemised labour and materials
• Programme/timeline with milestones
• Insurance and accreditation details
• Payment schedule (deposits, stage payments)
• Terms and conditions
• Exclusions - be explicit about what's not included

The key is looking professional. A detailed, well-presented quote signals that you're a serious business, not a one-man band who might not show up. Jobnix helps you create the kind of quotes that win commercial work - itemised, branded, and trackable.

Building long-term commercial relationships

• Respond fast - commercial clients move quickly. Same-day quotes win.
• Be reliable - show up when you say you will. This matters more than price.
• Communicate proactively - if there's a delay, tell them before they ask
• Invoice properly - PO numbers, correct billing addresses, itemised invoices
• Follow up - after a job, ask if there's anything else coming up