Over the past few years, Brumfield Construction has seen a large amount of growth in their company. Much of that growth has been fueled by winning more government funded projects — which is both a blessing and a curse. While government projects pay well, it also means submitting dreaded Certified Reports every pay period.
IDI’s Contractor Central has quickly become the solution of choice for construction companies that want to outsource payroll and HR without abandoning their ERP systems. Contractor Central lets employers seamlessly integrate their payroll and ERP data for the first time. The application gives HCM and payroll companies a powerful tool that they can leverage to close lucrative deals with contractors.
The coronavirus has caused a shift in the construction industry landscape that creates new opportunities for payroll sales representatives.
Larger construction companies are acquiring smaller businesses, and many leads now have over 300 employees. These organizations are doing more work and they have more money to spend right now.
HCM sales reps across the country are in a race to close lucrative, weekly payroll construction deals. As the nation reopens for business, your competitors are descending upon construction companies and clamoring for their attention — and their signatures.
Most payroll sales reps have encountered construction companies that are skeptical about outsourcing payroll. Contractors have a complicated relationship with human capital management (HCM) and enterprise resource planning (ERP) systems. The frustrations often lie in job costing — a critical part of building a strong, profitable construction business.
When your construction client says they need certified payroll reports, they aren't really asking for certified payroll reports. And if you don't understand exactly what they need, the solution you provide could damage the viability of their business.
There may be no industry that needs to outsource payroll more than construction. But there's no industry that's more difficult for a sales rep to close. That's because construction companies have to deal with unique complexities that most people don't understand.
Got a sales prospect who has to do certified payroll reporting? When it comes to certified reporting, the reporting tool is only part of the equation. Getting it right begins much earlier—from the moment of time collection.
Have you been tempted to avoid the construction accounts in your database because you've heard that your HCM system can't address the complexities of a construction payroll?
Have you longed for an effective talking track around prevailing wages, fringe benefits, union needs, Certified Payroll, and working with a client's job cost system?
Many payroll sales reps avoid selling to construction companies because they don’t understand the construction industry. Union rules, fringe rates and certified reporting aren't just complicated concepts—they're also major hurdles for payroll systems. But you can close big deals with just a little help.
