Case study · CX-04 REACH · Subcontractor entering public & commercial work · Findlay, Ohio
Precision Data & Design: a prequalification pipeline into Ohio's general contractors.
A Findlay firm wanted subcontract work with general contractors and public owners, and had no capability statement, no prequalification paperwork and no pipeline. Crossover mapped the intake path for ten Ohio GCs and three public-owner programs, secured written authorization to represent the firm, and built the 0–180-day plan and contact list to run it.
10
General contractors mapped with intake paths
3
Public-owner prequalification programs
13
GC contacts in the first outreach list
0–180 days
Plan from paperwork to pipeline
✓Referral partnership✓Written outreach authorization✓Capability statement✓GC prequalification map✓Public-owner programs (City · ODOT · OFCC)✓Association memberships✓Outreach list✓Bid calculator
At a glance
ClientPrecision Data and Design LLC
LocationFindlay, Ohio · targeting Toledo, Columbus, Cleveland and NW Ohio general contractors
EngagementOct 2025 → ongoing — referral partnership
ScopePositioning · prequalification pipeline · outreach · plan and KPIs
StackAdobe Sign · GC vendor portals (COMPASS and others) · GMass outreach · CRM pipeline
Result10 GCs, 3 public programs and 2 associations mapped · outreach authorized · 13-contact campaign list built
The challenge
Ready to work, invisible to the people who award it
Getting on a general contractor's bid list in Ohio is paperwork before it is relationships: prequalification PDFs, vendor portals, COMPASS registrations, city “registered contractor” lists, ODOT and OFCC rules. Precision had the capability and none of the paperwork — no capability statement, no document set, no target list.
The firm needed someone to build the pipeline and be authorized to walk it on their behalf.
- No capability statement or cover document
- No W-9 / COI / bonding / reference packet assembled
- No map of which GCs use portals, PDFs or web forms
- No public-owner registrations (city, ODOT, OFCC)
- No target list or outreach cadence
- No way to price bids with a referral commission built in
The approach
Paperwork first. Then doors.
Formalize the partnership, get written authority to represent the firm, map every intake path, then run outreach against a list with KPIs.
AGREE
Referral agreement
Non-exclusive, non-circumvention, clear scope
→
AUTHORIZE
Written authorization
Introductions and prequal materials on Precision's behalf
→
PACKET
Documents + capability statement
W-9, licences, COI, bonding, references
→
MAP
10 GCs · 3 programs
Portal, PDF or form — per firm
→
REACH
Outreach list
Email + LinkedIn + PDF, 13 contacts to start
→
TRACK
CRM + KPIs
Leads, bids, win rate
Every GC has a different door. The map says which one to knock on.
What was delivered
A pipeline the firm can walk — with Crossover walking it
Planned, mapped and run by the founder of Crossover.
01
Partnership agreement
Referral and commission agreement signed via Adobe Sign, with non-circumvention and a clear scope — marketing and prequalification, no signing authority.
02
Written authorization
A one-paragraph authorization from the principal so Crossover can introduce the firm, provide capability statements and submit prequalification materials.
03
0–180-day plan
Document checklist, net-revenue bid calculator, capability statement, GC target list, plan-room subscription, CRM pipeline and KPIs, case studies.
04
GC prequalification map
Ten Ohio general contractors — Cleveland, Columbus, Toledo, Mentor, Akron and NW Ohio — each with its exact intake path: prequal PDF, vendor portal, COMPASS or web form.
05
Public-owner programs
City of Columbus construction prequalification, ODOT prequalification and OFCC subcontractor rules, plus city registered-contractor lists and the regional trades directory.
06
Outreach list
A thirteen-contact list of regional GCs and builders prepared for email campaigns with LinkedIn and PDF follow-up.
Timeline
From handshake to a mapped pipeline in three weeks
SEP 30 – OCT 6, 2025AgreementReferral and commission agreement previewed, then signed via Adobe Sign.
OCT 7, 2025Kickoff planDocument checklist and 0–180-day plan delivered.
OCT 17, 2025AuthorizedWritten authorization to represent Precision to GCs and owners.
OCT 21, 2025Pipeline deliveredTen GCs, three public programs, two associations and city lists mapped with intake paths; cover document attached.
NOV 2025Outreach listThirteen-contact GC campaign list prepared.
From the pipeline
The prequalification map, as a log
Representative entries from the October–November 2025 deliverables.
[2025-10-21 09:00:12] gc=cleveland-1 intake=prequal_pdf
[2025-10-21 09:00:13] gc=columbus-1 intake=vendor_portal
[2025-10-21 09:00:14] gc=toledo-1 intake=web_form
[2025-10-21 09:00:15] gc=columbus-2 intake=COMPASS
[2025-10-21 09:00:20] owners city-of-columbus=prequal odot=prequal ofcc=subcontractor_rules
[2025-10-21 09:00:24] associations=OCA,AGC-Ohio registered_lists=solon,toledo directory=cleveland-trades
[2025-11-08 14:12:40] outreach list=13 channels=email+linkedin+pdf kpis=leads,bids,win_rate status=READY
Log is illustrative; entries reflect the October–November 2025 deliverables.
Results
What Precision got
10
GCs mapped
3
Public programs
13
Contacts queued
1
Authorized representative
- A formal partnership with clear scope
- Authority to open doors on the firm's behalf
- The exact intake path for every target GC
- Public-owner prequalification programs identified
- A plan with a bid calculator and KPIs
- An outreach list ready to run
Why it works
Cold-calling GCs vs. a mapped pipeline
Same firm, same capability — a very different first impression.
| With Crossover | Cold-calling | |
|---|---|---|
| Targets | Ten GCs with named intake paths | A search engine |
| Paperwork | Checklist, capability statement, cover document | Sent on request, if asked |
| Public work | City, ODOT and OFCC programs identified | Unknown |
| Outreach | Email + LinkedIn + PDF, on a cadence, with KPIs | Ad hoc |
| Representation | Written authorization — introductions and prequal on the firm's behalf | The owner, between jobs |
| Economics | A referral structure with a bid calculator that accounts for it | Guesswork |
Free · no strings · no upsell
Trying to get on general contractors' bid lists?
Book a free review. I will look at where you stand — documents, registrations, targets — and send a short written list of what I would do first, yours to keep either way.
Related
Explore the platforms behind this build
Want a pipeline into public and commercial work?
Tell me your trade, your territory and what you've bid on before. You'll be talking directly with me.
