Programs to manage pavement can enhance customer relations

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.