Surviving the Low Ball Terrorist

Referring business to these other professionals can also make a difference. Fischer estimates that they refer 20 to 25 jobs a year to engineers, who repay the favor when they have a client looking for a contractor.

A company can also offer value-added services that others don't. For example, Woodland's bids always include items such as caulking, welding and waterproofing, which are left out of many competitors' bids.

Establishing strong relationships with suppliers also helps, often leading to project leads, preferential pricing and priority delivery.

"Starting two years ago we had severe shortages of concrete in Florida," Fischer says. "Because of our relationships, our suppliers kept increasing our allotments and we got through it."

It's also important to look at ways you can improve your business operations to make your company more efficient by focusing on training staff and implementing systems.

"There's one way we do everything, so that allows guys to multitask, making us more efficient and maintaining quality," Fischer says.

Finally, just try to stay ahead of the market by anticipating where the next building boom will be. A few years ago, Woodland recognized that there would soon be a need for more schools in Florida, so they pursued that market and now dominate it.

"Take a look at where growth is in your area and there's probably something you can see coming," Fischer says.

Clay Fischer is vice president of the American Society of Concrete Contractors and past president of the Tilt-Up Concrete Association.