My Design/Build Coach Articles for Remodleing and Design/Build Professionals
	The Design/Negotiator Builder (Third in a series of six articles about design/build styles)
	As I was wracking my brain, trying to think of how to describe the Design/Negotiator Builder a funny thing happened. My three year old son, John, asked if I would play with him. I said sure, let's play blocks and create something really cool. He preferred to play with his toy helicopter and asked if I would like to join him in a game of "rescue". The object of the game is for him to run around the house (preferably wearing Spiderman underwear only) holding his five pound battery operated helicopter precariously over his head while making sound effects and looking for someone to rescue. I suggested that we A.) Not run with the helicopter and B.) Put some clothing on. Then it occurred to me that I was acting just as the design/negotiator builder acts. This is the contractor that takes architectural plans that have already been drawn up and prepares a negotiated bid with the homeowner and architect. The contractor does not get involved with the design phase, but is responsible for taking existing plans and coming up with a contract based on those plans. The homeowner and contractor arrive at an agreement which eliminates the other bids on the job. For the sake of the toy analogy let's call John the homeowner while I am the contractor. The company that manufactured the helicopter is considered the architect and of course, the helicopter represents the architectural concept or plans. Since John did not want to work with blocks or Tinkertoys to create a plaything I agreed to work with his already prepared toy, the helicopter. I then laid down the law regarding our rules of engagement such as; John could not throw the helicopter and he must put the helicopter and all its pieces back in the toy box when we were done. John agreed to those terms and since my wife and daughter were out for the day I had an exclusive play arrangement with my client. Even if my analogy is a stretch the basic principles of design/negotiator builder are simple. On the up side is the fact that the contractor does not have to go through the sometimes arduous process of design. Likewise he will not have to ride the emotional rollercoaster that some homeowners find themselves on with designers and architects. Believe me, I know whereof I speak, having had to call in a marriage counselor for two clients after they could not agree on a simple mudroom. Another nice benefit of being a design/negotiator builder is the fact that a contract locks in the client. You do not have to worry about other contractors undercutting you and your bid after having spent hours preparing detailed estimates for the project. How to go about having the homeowner agree to such an arrangement is a topic for another column and perhaps an entire seminar. There is a downside to such a business plan, though. For one thing, the plan is pre-set and therefore the contractor has limited latitude in the building process. The plan may be beautiful but less than practical when it comes to brick and mortar. Therefore one should enter into this arrangement with eyes wide open. Once the contract is signed, those issues become the contractors issues and may affect the bottom line of profitability. Furthermore, upon committing to a design and signing a contract to that effect, one has to be prepared to work with materials or products that may not be familiar or preferred by the contractor. Again, relinquishing control of design also puts the contractor in a position of less control with product selection. Just as batteries fade in toys, so does the money in a home remodeling project. With design/negotiator builder the money control rests with the client, not the builder. You must react to the money (or lack thereof) rather than prepare for it. Maybe, the high end kitchen gets knocked down a peg or two because of monetary concerns. As I told John, "Sorry, we can't play this game any longer, the batteries are dead". For many contractors, this style of design/build offers the best of both worlds. They do not have to worry about the design process, yet get the benefit of professional design and a no bid project. But in order to be successful with this system, it takes experience and development of personal negotiating skills with architects. It probably wouldn't hurt to have a superhero cape, either.  (Future articles will address each style individually)
	DESIGN NEGOTIATOR BUILDER By Joseph Dellanno Remodeling News January 23, 2002