As asphalt contractors we wear many hats, but the most critical one is that of a problem solver. Every day, we navigate a maze of challenges—crumbling pavement, tight schedules, or complex site conditions.
Yet, the problems that matter most are those of our clients. By focusing on their needs and delivering creative, practical solutions, we don’t just pave roads, parking lots and driveways—we pave the way for stronger relationships, more work, and often higher profits.
It’s easy to overlook just how many problems we solve daily. From managing weather delays to balancing budgets, managing crews, maintaining equipment, and way more, our work is a constant exercise in finding solutions.
But when a client comes to us with an unusual, complex or potentially risky job, it’s tempting to pass. It’s easy to pass on projects that seem too complicated, misaligned with our expertise, or tied to a client with a tricky reputation. I’ve passed on jobs myself, and I know many of you have too. Maybe the scope feels overwhelming, the timeline is unrealistic, or the budget is too tight. Sometimes, it’s simply not a good fit.
Challenges are Opportunities
But here’s a perspective shift: Every challenge – every client problem -- is an opportunity to stand out. By embracing a solution-oriented mindset, you can turn “problem projects” into profitable jobs and build a reputation as the go-to contractor.
I learned this lesson vividly when I recently hired contractors for some general construction work outside our industry—framing, plumbing, and the like. As a client, I was looking for someone to solve my problems, not just check a box.
The contractors who won my business weren’t always the cheapest; they were the ones who took the time to listen, understand my needs, and propose thoughtful solutions. Their responsiveness, clear communication, and willingness to tackle my challenges made them the obvious choice, even at a higher rate.
It got me thinking about how this applies to our work in asphalt. Clients want partners who care about their problems and who bring ideas to the table. Those who do often get the job—and often at a premium.
Becoming the Go-to Contractor
In our industry, being responsive and solution-focused is a secret weapon because many contractors don’t take the time to truly engage with a client’s needs. Maybe they show up late to meet the client. Maybe they offer only generic and easy “fixes” for a job. Maybe they pass on a job altogether, dismissing the client’s problem as too difficult or not profitable enough or just not in their performance sweet spot.
That’s where you can shine. By showing up promptly, listening carefully, and crafting tailored solutions, you set yourself apart. This approach doesn’t just win you work -- it also can command higher rates because many clients value expertise and reliability over the lowest bid. You become their problem solver, their go-to contractor where problem solving takes precedence over low bid.
Consider a real-world example: An office complex owner approached us with a parking lot in rough shape. Alligator cracking, potholes, uneven surfaces—the works. To top it off, the lot was busy all week, so work had to happen on weekends, and of course the client had a limited budget.
Many contractors would (and did) say, “No thanks.” It was the kind of job that screamed “headache.” But instead of walking away, we listened. We toured the site, understood the owner’s goals—keeping the property functional and attractive without breaking the bank—and proposed a phased solution.
In year one, we focused on critical repairs: patching potholes and stabilizing the worst areas to make the lot safe and usable. This kept costs manageable for the client. In year two, we returned to sealcoat and restripe, giving the lot a polished, professional look. The result? The client got a fully restored parking lot without a massive upfront cost, we secured two seasons of work, and we earned a loyal client.
Finding Strategic Solutions
This approach doesn’t mean cutting corners or underbidding. It’s about being strategic—offering solutions that align with the client’s needs while maintaining job quality and profitability. For instance, when faced with budget constraints, explore options like phased repairs, alternative materials, or adjusted timelines. These solutions not only provide the client with options, but they also show you’re invested in their success and that you’ve thought the job through from their standpoint, which builds trust and sets you up for repeat business.
Being a problem solver also means anticipating challenges before they arise. Being able to react is great; being able to anticipate is even better. During site visits, ask questions:
· What’s the client’s long-term vision for the property?
· Are there operational constraints, like heavy traffic or limited access?
· What are delivery and trash hauling schedules?
· What concerns are tenants or residents likely to have?
By proactively addressing these and similar issues, you demonstrate expertise and foresight, which clients remember. You’ve identified and solved a potential problem they might not even have thought of yet!
In my experience, this approach has turned one-off jobs (often “headache” jobs or jobs outside our sweet spot) into multi-year contracts and transformed reluctant, skeptical or brand-new clients into advocates.
The asphalt industry is competitive, but it’s not always about who has the lowest price – or at least it doesn’t have to be. Clients are willing to pay more for contractors who show up, listen, and deliver solutions that make their lives easier. Your competitors might be content to pass on tough jobs, but that’s your opportunity to step up.
Be the contractor who solves problems, and you’ll find yourself not just paving and sealing lots but building a thriving business with a reputation for excellence and with loyal clients who will advocate for you.
