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This episode is a re-run. It was originally published in June 2023.

We've done over 2,800 contract reviews.

Here's what we've learned: 82% of what we ask to change gets agreed.

Read that again. Most of the risky clauses subcontractors sign up to? They'd have been removed. Just by asking.

That's the game. They hand you their contract, stacked in their favour. You push back, clause by clause, with a reason each time. And more often than not, they go "yeah, fair enough."

If you don't ask, you don't get.

One tip though: keep the tone semi-submissive. Not "take this out." More "we can't get our insurer to sign up to this, can we suggest removing it?" You'll get far better results.

Timestamps:

(6:34) - The returns are in the terms and the margin is in the post-award

(7:20) - If you look at the termination clauses, a lot of times it will lay out all the ways that they can terminate you and it won't say anything about how you can terminate them

(14:04) - Where most of the money comes down to is the contract

(14:28) - Learn how to understand what the contract means

(16:13) - If you sign up to loss of profit for your client, if your client's loss of profit is bigger than your company, that's gonzo. That's it, game over

Why 82% of Contract Changes Get Approved (If You Ask) [#ThrowbackThursday] | Ep. 439

Construction Secrets

Why 82% of Contract Changes Get Approved (If You Ask) [#ThrowbackThursday] | Ep. 439