Ditchmen • NUCA of Florida Ditchmen - September 2020 | Page 17

Entering the “ airlock zone ”
Engaging multiple suppliers
how many phone conversations or Zoom meetings you have , it ’ s hard to seal a deal without actually meeting the person and really getting a sense of who they are ,” Marker said .
To get over that hurdle , Marker has started to meet with clients again in person . She and her clients wear masks , and while the topics they discuss may be confidential , they leave office and conference doors open for better ventilation . The fact that many employees are still working from home helps , since fewer are around the office .
“ It can be awkward wearing a mask , but we are doing it ,” she said , noting that two recent , in-person meetings came at the request of her new clients . Going forward , she ’ s also talked to customers about meeting in outdoor settings — a plus of doing business in Florida — such as coffee shops . “ I think people are getting to the point where they ’ re willing to take a little bit of risk , to have some kind of return to normalcy ,” she said .
So far , Marker ’ s new approach is working . She said she ’ s landed at least three new jobs since COVID-19 began .
“ That ’ s been a big relief , because you just don ’ t know what ’ s going to happen right now ,” she said .

Entering the “ airlock zone ”

At Grand Rapids , Michigan-based Rockford Construction , president of construction Shane Napper has designated what he calls “ airlock zones ” at the firm ’ s headquarters , where clients can come in for face-to-face meetings , with dedicated exterior entrances . He follows the same protocols as on the jobsite , taking clients ’ temperatures before they enter .
“ Then , when you come into the room , we ’ ve taken spaces that normally host 80 people , and we ’ ll limit it to just 10 ,” said Napper . Meetings are scheduled at least 30 minutes apart so cleaning crews can disinfect in between , while distributing new office supplies , such as pens and notepads .
“ So , you ’ re 6 feet apart , and you can take your mask off because of the distance , and then we have virtual screens and multiple angles so you get to talk and see each other face to face ,” Napper said . “ There ’ s no handshakes , no hugs , but you do at least get that human interaction .”

Engaging multiple suppliers

Other ways contractors are preparing to deal with COVID-19 for a prolonged period is by taking proactive steps to make sure they can keep business going , even if things get worse again .
For example , Joe Natarelli , leader of the national construction industry practice at accounting firm Marcum , said his clients are building resiliency into their supply chains so that they ’ re not beholden to a single supplier for any one material .
“ The days of having one material supplier are gone ,” Naterelli said . “ We ’ re seeing clients setting up three separate suppliers , in different geographic locations , where in the past they may have had just one or two . Some are even getting as many as five in place .”
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