After you have reached an agreement with your client on the level of service and the associated costs, invest the appropriate time and energy to generate a substantive report that is consistent with your mutually agreed upon objectives. Generating a PMP on a fee basis is not a guarantee of getting all of your client's pavement maintenance and rehabilitation business, but a well-executed PMP will allow you access to your client's short- and long-term objectives. It also will allow you to demonstrate your pavement maintenance knowledge on a regular basis.
The owner will place a high value on your contributions and will be more inclined to work with a "value" oriented contractor, such as your firm, rather than a "price" oriented firm that does not appreciate the long-term needs of the operation.
Distinguish yourself and your firm in your market area from your competitors by discussing the importance of a site specific PMP and offering this service to those who appreciate the long term value.
Michael Groh is a senior consultant with Benchmark Inc., a pavement and roof consulting firm with offices located in Cedar Rapids, IA, and Elm Grove, WI. He has more than 24 years of experience in the pavement industry and is a frequent speaker at National Pavement Expo and at University of Wisconsin - Madison pavement seminars throughout the United States.