CHALLENGER INSIGHTS Vol. 28:
Working around GC Scope
Most days, I am grateful that a camera crew is not recording my deeds, but sometimes I do wish someone was there recording some of the conversations I have at work. I recently had a conversation with an architect that I’d like to share with the team.
A friend referred me to an architect who is designing a new police facility. The architect agreed to meet with me based on my friend’s referral. I went into the meeting thinking the architect would probably “interview” me to determine what value we could bring to the project. My friend got me in the door, but I had to demonstrate why my team at Spacesaver was the team he wanted on his project.
The conversation quickly went from my questions defining the scope to very targeted questions about specific areas of the building. The architect was very interested in air extraction, and specifically the design aesthetics of bringing the air extraction ducts to the locker. I used the Spacesaver Public Safety iPad app to show him Salt Lake City Public Safety Building and Parker Police Department, which are two great references for Freestyle with air extraction.
Next we discussed evidence lockers and high density storage for evidence warehouses. The conversation turned during the evidence discussion. He said, “I recommended that the police department buy the high density from Spacesaver. Nobody does high density better than Spacesaver, and the owner wouldn’t get a lot of value buying these items through a General Contractor.” Fireworks are going off in my brain, and oh how I wish I had this part of the conversation recorded.
It went something like this:
Me: “Why wouldn’t the department buy the lockers on state contract instead of buying through the GC?”
Architect: “Well, it makes a little more sense to have the GC buy the lockers because they are built into the building.”
Me: “What is built into the building? The lockers with bench drawers have leveling feet, so bases aren’t necessary, and add 4 inches that doesn’t serve a functional purpose. The same people who are experts with high density have transitioned that expertise into building locker rooms and can work with you to design the best air extraction system. What value does the GC bring to the locker room?”
Architect: “The coordinating of the HVAC contractor and the locker vendor.”
I went a different direction next.
Me: “How long has it been since this department made any meaningful upgrades to the locker room?”
Architect: “They have old beat up school lockers they got from a school district.”
Me: “That sounds about right. My research indicates many departments go twenty to twenty-five years between upgrades, and some go much longer between improvements. How long is the GC involved after the building is complete?”
Architect: “Usually about a year to address any initial warranty issues.”
Me: “That means that years two through twenty, they don’t have a local contact for support. Several chiefs of police have shared with me the importance of a locker room to build espirit d’ corps and morale. The first fifteen minutes and the last fifteen minutes of the shift are spent in front of that locker. Would you recommend keeping the lockers in the GC scope or buying those on state contract?”
We need to have this conversation on every project. We need to talk to the owners about the alternatives to purchasing through a GC and what is gained by doing business with us.
Understanding the pros and cons of different inmate property containers is another way you can be a great resource when you sell into the corrections market. Have you seen other containers used than those mentioned here? What solutions did you create? Share your ideas with McKenna Dustman at mdustman@spacesaver.com.