How do I check a millwork shop’s relationships with general contractors and designers?

Begin with the project list. For each recent job, note who sent it: a general contractor, a designer, an architect or a homeowner. Look at who returns and who appeared once. A shop with a spread of regular sources is in a different position from one that relies on a single contractor’s call.

Next, ask how those relationships work. Does the owner quote everything personally, attend site meetings and chase payments? Do designers choose the shop by name for its finishing, or by price? Ask whether anything is written, such as a standing arrangement for pricing or lead times. Ask about slow-paying contractors and jobs that went wrong.

Then plan the introduction. Sellers and buyers often agree on whom the buyer may meet, and when. Ask the seller to introduce you to the top few relationships, and listen for what they value, such as reliability, craftsmanship or flexibility. Finally, ask how the shop stays in front of these people, whether through visits, samples or simple follow-up calls. A reputation held in one person’s memory is hard to carry across. Your accountant can help you read how much revenue each source brings in.

Key takeaways

• List recent jobs by who sent them, and look for repeat sources against one-time ones.
• Find out whether the owner personally holds each relationship.
• Ask for introductions to the top contractors and designers before closing.