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Generated · batch 64380f02Aug 18, 8:23 AM
ApprovedAug 18, 8:27 AM
Scheduled (drip) · scheduled for Tue 1 Sep · 10:30 ET (16:30 your time)Aug 18, 8:37 AM

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A change order isn't a billing event.

It's a trust referendum.

The client signed the contract when they believed in you. The change order is the first real test of whether that belief holds.

You obsess over the markup. The right margin. Getting reimbursed for the time your super spent running that RFI down.

They're doing something else entirely.

They're watching how fast you told them. Whether the number felt honest or padded. Whether you sounded like a partner who caught a problem early, or a contractor looking for a lane to make money.

We say: "We're entitled to this."
They hear: "I found a way to charge you more."

We say: "This is a legitimate scope gap."
They hear: "I didn't catch this in estimating."

A change order is not a contract mechanism. It is a character test.

The ones who get repeat work aren't always the ones with the cleanest numbers. They're the ones who picked up the phone before the change order hit the inbox. Who explained the why before the client had to ask. Who made the number feel inevitable, not opportunistic.

That's the invisible mistake most GCs make. They win the argument and lose the relationship. They get paid and never get called back.

One change order, handled wrong, costs more than the margin you were protecting.

When a client pushes back hard on a legitimate change order, is the real problem the number, or the way they found out about it?

#construction #generalcontracting #clienttrust

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