Behind the Hardhat
A Day in the Life of a Clarke Estimating Manager
How did you get started in the industry?
A local construction company helped me pay for my HNC in construction because I wanted to avoid university debt and gain hands-on experience while earning my qualifications. Then a new role was offered to me in the façade industry as a way to learn a specialised trade, which sounded like a new exciting challenge.
Fast forward 15 years, i'm still in the industry!
What skills do you need to work as a ‘Estimator’
Someone told me the definition of an Estimator is an individual who does precision guesswork based on unreliable data provided by those of questionable knowledge, also known as Wizard or Magician...
I really liked this statement because it’s kind of true!
But my view is I think there are different levels of Estimators that people don’t often appreciate when considering a career in Estimating, each level needs their own set of skills, which keeps every day interesting and different. At the start, when you're "Assessing the Information," it's all about identifying the risks so you can work on reducing them. You need to pinpoint what has high monetary value—sometimes just one word in a specification can lead to big costs.
Also, consider what issues will take longer to resolve, as that means you'll need extra time to submit to the client and meet the deadline return date. Think about how you present this info in your costing sheet, and ultimately, understand what the client wants. This way, you can tailor your submission to stand out, whether it’s by having a competitive advantage, a reliable supply chain, optimising the program, or being able to come up with a key detail project solution.
“Knowing your products”, nothing beats going seeing how something is made, manufactured and processed to enable you to price it knowing its strengths and limitations. Your developed skill of level of understanding of products is also ever changing keeping you on your toes, as new products come to market, new suppliers innovate, and architecture follows the market trends.
“Collaborating” is key when it comes to putting together a bid for the client. It involves teaming up with the wider internal team to evaluate structural needs, design essential details, and create tender programs that align with the project timeline and important client deadlines. You also have to consider the methodology and access needs, figuring out the best way to deliver the project. This process requires the ability to adapt to the needs of each department, ultimately bringing everything together to review the complete offer and ensure all costs are accounted for.
“Selling your product”, as the estimator you must coordinate meetings with a Client, Architect, Consultant, and other specialists to showcase our offerings and highlight why Clarke is the right choice. While experience plays a significant role, some individuals have a natural talent for effectively selling and presenting their products. People prefer to buy from those they trust. If you demonstrate expertise in your product, adapt to the client's needs, and are honest about what you know—sometimes saying something like, “I’m not entirely sure about that, but I’ll find the right answer for you”, can encourage greater confidence in the client, showing that you value accuracy and are willing to seek the best solutions.
It's essential to have a strong drive as an Estimator, also.
What advice would you give to someone who wants to work in your role?
Join a company that designs a development plan around your needs and values your growth. Then if you like winning? Take the time to understand the products you’re selling, and then let your unique personality help you win the work.
Best advice you received:
Cut once, measure twice!
Who tends to be your main inspiration when it comes to your role?
The people around me.
What do you like most about your job?
The variety, no two jobs are the same and there is always something new to learn.
What do you like least?
Projects that become a race to the bottom line with no consideration of cutting corners will have on the project overall.
Biggest professional achievement:
Winning work is a big deal for an estimator, but nothing beats the satisfaction of training someone new and watching them really enjoy what they do.
- A Clarke Estimating Manager
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