Shows
The Tricks of Your Trade PodcastEpisode 63 - 6 Clauses that impact TIME under your subcontractLiquidated damages are becoming a bigger challenge for subcontractors, especially post-COVID. Builders are using them more aggressively, sometimes unfairly holding subcontractors responsible for delays they didn't cause—or even helped avoid. On today's episode of the Tricks of your Trade podcast I break down the key contract clauses you need to review to protect your business, including commencement dates, practical completion, qualifying causes of delay, and more.
2024-12-2319 min
The Tricks of Your Trade PodcastEpisode 64 - Trickery During the Christmas Shutdown PeriodHi there! Today, I want to chat with you about something that trips up a lot of people in the construction industry—the Christmas shutdown period. While many industries keep rolling through the holidays, construction traditionally grinds to a halt, and that can lead to some unexpected headaches.
In this episode of the Tricks of Your Trade podcast, I dive into the three key ways this downtime can cause trouble and give you some tips to keep you ahead of the game - From payment claims, to contract deadlines, or project delays.
Christmas Shutdown Dates in A...
2024-12-1316 min
The Tricks of Your Trade PodcastEpisode 62 - Building company staff deserve fairer contract terms tooWhy does the construction industry feel so tough when today’s technology should be making it easier? It’s a question I couldn’t stop thinking about as I stood in the rain at Brisbane’s City Hall 🏛️ (yes, I was soaked!) Looking at the incredible 1920s hand-drawn blueprints of this iconic building, I couldn’t help but wonder—if they managed all that without modern tech, why are we struggling so much now?
In this episode of the Tricks of your Trade podcast, I dig into the shared frustrations of both builder staff and subbies. Whether y...
2024-11-2916 min
The Tricks of Your Trade PodcastEpisode 61 - 5 variation clauses to check during your contract reviewIn this episode, I’m diving into the critical clauses around variations in contracts—a topic that I've been asked about a lot lately. I’ll cover what to look out for before signing, including how long variations can be directed, whether you have the right to decline them, how they’re valued, and how margins on variations and credits are handled. I also touch on the importance of knowing your rights when it comes to fixing defects, especially with builders tightening their margins. I’ll share a real-world story about a tiler who got caught out by a clause, le...
2024-11-2218 min
The Tricks of Your Trade PodcastEpisode 60 - 5 Key things you should always check in your contractsToday’s podcast is all about the five key basics you should ALWAYS check in any builder's contract before signing. I’m talking about the bare minimum things you can do to avoid common traps and pitfalls that could cost you big time down the line. From double-checking the contract sum, scope of work, and guarantees, these straightforward checks are essential! Don't sign without them!
2024-11-1510 min
The Tricks of Your Trade PodcastEpisode 59 - Dumb things builders say during contract negotiationsIf you’re a subcontractor, chances are your builder’s thrown some frustrating phrases your way! In this episode of the Tricks of Your Trade podcast, I’m calling out those classic lines builders use to push back in negotiations—and giving you the tools to respond with confidence (and keep your cool).
2024-11-0817 min
The Tricks of Your Trade PodcastEpisode 58 - 3 Ways to make your Departure Schedule ShorterIn this episode of the Tricks of Your Trade podcast, I share three essential tips to make your departure schedule shorter, and keep your builder happy.
2024-11-0112 min
The Tricks of Your Trade PodcastEpisode 57 - The Mathematical Likelihood Things Will Go SouthIn this episode of the Tricks of the Trade podcast, I dive into a topic that's been on my mind for ages—the mathematical likelihood you'll end up in a dispute. Inspired by Survivor of all things, I discuss how predictable behavior can help you navigate contract disputes. I also break down a formula that sheds light on the probability of conflicts, the importance of doing due diligence, and the necessity of negotiating contract terms.
2024-10-2519 min
The Tricks of Your Trade PodcastEpisode 56 - Neapolitan Ice Cream TheoryEver thought about mixing friends, family, and business? If so, you might want to reconsider! Today we dive into what I like to call: "The Neapolitan Ice Cream Theory".
In this episode of the Tricks of your Trade Podcast, we unpack why “love jobs” can be the riskiest ventures for your business with the least reward. Discover how mixing family, friends, and business can lead to a whole lot of mess and learn the golden rule: never break the Neapolitan ice cream theory!
2024-10-1811 min
The Tricks of Your Trade PodcastEpisode 55 - "Better to have a gun and not need it..."Have you ever heard the phrase, "It's better to have a gun and not need it than to need it and not have it"?
In this episode, I’m diving into how builders’ lawyers love throwing that around in contract negotiations— and why it’s not exactly great for building strong partnerships. I share some tricks for flipping the script, building better relationships on the job, and ultimately leading to better outcomes for both subbies and builders.
2024-10-1111 min
The Tricks of Your Trade PodcastEpisode 54 - the mathematical likelihood things go southThere is actually a mathematical equation that can be done to work out the likelihood you'll fall into dispute with your builder, based on the number of transactions you enter into and the number of other parties involved in the transaction. In this episode, I drill into what you can and can't control, and why you should care about the maths.
You can watch this Episode on the Youtube channel for video.
2024-09-2919 min
The Take Off - The Quantity Surveying PodcastEP 128 | What Does a Construction Lawyer Do? with Michelle CirsonHow is it being a lawyer within the construction industry
This week on The Take-Off Podcast, we unpack the essential role construction lawyers play in ensuring a project's success.
Our guest, Michelle Cirson, a seasoned construction lawyer and the director of Tricks of your Trade, dives deep into the legal complexities of the construction industry.
Tune in to gain valuable insights on:y
Contract Clarity: Understanding the legal framework that binds all parties involved in a construction project.
Risk Management: Mitigating potential legal disputes through proactive strategies and clear...
2024-04-0311 min
The Take Off - The Quantity Surveying PodcastEP 126: Why are so many construction companies are going bust? - with Michelle Cirson | Bonus EP 3 |Why Construction Companies Are Feeling the Pinch
This week on The Take-Off Podcast, we explore the current challenges facing the construction industry – a surge in company failures.
Our guest, Michelle Cirson, construction lawyer and CEO of Tricks of Your Trade, provides expert analysis.
Tune in to learn about:
The economic factors squeezing construction companies
How rising costs and labor shortages impact project delivery
Strategies for navigating a difficult market
This episode is designed for construction professionals who want to understand:
The reasons behind the industry downturn
How to...
2024-03-2716 min
The Take Off - The Quantity Surveying PodcastEP 125 : The secret to Strengthening Builder-Subcontractor Relationships with Michelle CirsonBuilding Stronger Partnerships: The Key to Project Success on The Take-Off Podcast
This week on The Take-Off Podcast, we delve into a cornerstone of successful construction projects: fostering strong builder-subcontractor relationships.
Our guest, Michelle Cirson, a distinguished construction lawyer and CEO of Tricks of Your Trade, shares her invaluable insights.
Is your current approach to builder-subcontractor relationships hindering project delivery?
Learn how clear communication, established expectations, and a collaborative spirit can unlock:
Improved project outcomes
Reduced risk of delays and disputes
Long-term industry growth
This episode is perfect for...
2024-03-2118 min
The Take Off - The Quantity Surveying PodcastEP 123: How can subcontractors succeed? With Michelle Cirson, Construction LawyerThis mini-episode of The Take Off Podcast features Michelle Cirson, a construction lawyer with a wealth of knowledge on subcontractor success.
Michelle shares her insights on navigating the ever-evolving construction landscape and achieving long-term growth:
Building Strong Relationships: Discover how to forge lasting partnerships with general contractors and other key stakeholders.
Maximizing Efficiency: Learn practical strategies to streamline operations, optimize resource allocation, and minimize project risks.
Bidding Strategies for Success: Gain valuable tips on crafting competitive bids, negotiating effectively, and securing profitable contracts.
2024-03-1313 min
The Tricks of Your Trade PodcastEpisode 53 - Advantages of an in house contract reviewIn this episode, I discuss the benefits of reviewing your own contracts internally before seeking legal advice. I explain how understanding your trade and operations can help identify risks better than a lawyer alone. Key takeaways include reading contracts like drawings, using a checklist tailored to your needs, and asking lawyers targeted questions. Episode Highlights:
Read contracts by separating clauses instead of reading front to back
Create a contract review checklist specific to your trade and risks
Review contracts yourself first to understand operational impacts
Provide lawyers context on your trade and ask targeted...
2023-11-1419 min
The Tricks of Your Trade PodcastEpisode 52 - Good and bad things builders did before going brokeIn this episode, we're observing things builders have done both positively and negatively when struggling financially or going into liquidation. Episode highlights include: -
Going public with financial struggles can trigger preference payment scrutiny
Bogus charges/liquidated damages impact subbie insurance coverage
Dragging out non-payment strings subs along without work or pay
Play it straight with certifying payment schedules and equipment access
Well-documented variations protect subbie claims with principals
2023-10-3133 min
The Tricks of Your Trade PodcastEpisode 51 - Margin give back on negative variationsIn this episode, I'm discussing the importance of understanding how negative variations are treated in your subcontracting agreements.Many tradespeople are unaware that accepting large deletions of scope can eat into their profit margins if the contract allows builders to recoup money on cancelled work.I'm also sharing real world examples and guidance on evaluating your contracts to avoid unexpected margin givebacks.Episode takeaways:
Check your contract to understand how negative variations and credit calculations impact your profit
Price each scope item to stand alone to avoid losing profitable work
Factor in a...
2023-10-1712 min
The Tricks of Your Trade PodcastEpisode 50 Pros and cons of bank guaranteesToday, I want to shed light on the world of bank guarantees. They may seem like a cash flow saviour, but do they come with hidden risks? Join me as I explore the pros, cons, and the unexpected pitfalls of using bank guarantees in your trade contracts. Whether you're a builder or a subcontractor, this episode will help you make informed decisions about your financial security. Episode Takeaways:
Bank guarantees can be tempting for improving cash flow, but they come with risks.
Bank guarantees can't be adjudicated; you may have to go...
2023-10-0320 min
The Take Off - The Quantity Surveying PodcastEP 104 | What to consider before signing high risk contracts with Construction Lawyer, Michelle CirsonHave you ever wondered what to consider before signing a high-risk construction contract? In The Take Off podcast Episode 104, Michelle Searson shares the wisdom of her years in the construction industry to help you make smart decisions. From estimating costs to budgeting for unseen costs, get the tips you need on how to accurately estimate and evaluate contracts - a must-listen resource for any construction professional!
2023-09-2448 min
The Tricks of Your Trade PodcastEpisode 49 - How to change your builder's contract without starting a warWelcome to the Tricks of Your Trade podcast, where we delve into the ins and outs of the trade business world to help you navigate it successfully. Today, I want to revisit the crucial topic of negotiating contracts with builders, a subject that's vital for all you LLC subbies out there. With the surge in contract signings, it's more important than ever to ensure you're getting the terms you need without jeopardising your working relationships. In this episode, I'll share my insights on making contract negotiations a win-win experience.
Episode Takeaways:
Know What You Need: B...
2023-09-0633 min
The Tricks of Your Trade PodcastEpisode 48 - Using Logic-Based Assurances in NegotiationIn this episode, let's dive into a crucial topic: harnessing logic-based assurances to transform your builder's contract without igniting conflicts. With my experience as a construction adjudicator, lawyer, and director of Tricks of Your Trade, I'll guide you through effective negotiation strategies including:
Exploring the delicate art of changing builder's contracts amid industry uncertainties.
Unveiling the potency of logic and industry standards in securing contract changes while nurturing relationships.
Embracing practical reasoning and common sense to foster productive discussions free from legal jargon.
Mastering the art of demonstrating impossibility or misalignment with your trade's needs for reasonable changes.
...
2023-08-2318 min
The HR Cartel Podcast(012) Michelle Cirson - Construction Adjudicator, Director and LawyerMichelle Cirson - Director of "Tricks of Your Trade", Construction Adjudicator, and Qualified Lawyer. We share information about the construction industry, contractual and payment disputes, and we also get personal on stories from our past about Union conduct, and how today's Industrial Relations changes are impacting the construction industry and wider sectors.
Michelle Cirson on Linkedin - https://www.linkedin.com/in/michellecirson/
Tricks of Your Trade - https://www.tricksofyourtrade.com.au/
2023-07-291h 02
The Tricks of Your Trade PodcastEpisode 47 - What your average Contract Sum tells you about your risk profileToday, we're going to delve into the intriguing world of subcontracting within the Australian construction industry. Specifically, we'll be exploring how the contract sum can reveal important insights about your risk profile as a subcontractor. Join me as we unravel the mysteries behind contract sums and gain a deeper understanding of how they can impact your risk profile as a subcontractor. Whether you're a small and nimble subcontractor or operating in the big leagues of multi-million dollar projects, this episode has something valuable in store for you.
2023-06-0722 min
The Tricks of Your Trade PodcastEpisode 46 - Watch out for the cross contracts deductions clause in your builder's contractIn this episode of The Tricks of Your Trade podcast, we delve into a crucial aspect of builder's contracts that often goes unnoticed but can have significant financial implications. We shine a spotlight on the "cross contract set off" or "set offs" clauses, also known as "Other Monies Due" clauses in the Australian Standards. These seemingly innocuous clauses can pose a grave danger to contractors and subcontractors alike. The inclusion of the phrase "otherwise than under the contract" grants builders the power to halt payments across all your projects, not just the current one, for...
2023-05-2321 min
The Tricks of Your Trade PodcastEpisode 45 - Why insolvent builders won’t fall on their swordIn this episode of Tricks of Your Trade Podcast, we tackle a tough truth that may be difficult for subcontractors to hear. We dive deep into the world of insolvent builders and why, in many instances, it's actually in your best interests if they fall on their sword sooner rather than later. Join us as we explore the reasons behind builders' reluctance to admit defeat and how it can end up costing you money and increasing risks along the way. Get ready to uncover the hidden truths and gain a fresh perspective on an important aspect of the construction...
2023-05-1028 min
The Tricks of Your Trade PodcastEpisode 44 - 10 signs your builder might be going brokeIf you're a subcontractor in the construction industry, it's important to keep an eye out for signs that your builder might be struggling financially. In this episode, I discuss the top 10 signs to watch out for, and what they could mean for your business. I also provide practical tips for assessing the situation and protecting yourself in case of a builder's insolvency.
2023-04-2625 min
The Tricks of Your Trade PodcastEpisode 43 - How to rank contract departures based on importanceIn this episode of Tricks of your Trade, I'm sharing my tips for prioritizing contract departures when negotiating with your builder. Instead of getting lost in legal jargon and clauses, I take a practical approach to help you identify what's really important for your project.
Here are the key takeaways:
Builders don't usually write their own contracts, so it's important to think about it in terms of risk management.
Prioritize departures based on likelihood of occurrence, impact on the project, and negotiation currency.
Focus on the specific needs of your project and spend your negotiation currency...
2023-04-1123 min
Construction MattersKiller ContractsSend us a textHelloIn this podcast, I catch up with Michelle Cirson a Construction Adjudicator: Lawyer, and Founder of Tricks Of Your Trade:http://www.tricksofyourtrade.com.auE-Mail: michelle@tricksofyourtrade.com.auMob: 0490370945Whether you are a sole trader or a tier 3 or tier 2 company contracting always involves a contract the clue is in the word. Michelle sees the good the bad and the ugly around contracts and contracting in our industry. She is on a mission to proactively help the subcontracting wor...
2023-04-081h 18
The Tricks of Your Trade PodcastEpisode 42 - Negotiating With The Principal When Your Builder Goes BrokeIf your builder has just gone broke, you have a window of opportunity to negotiate a payment and some terms to complete the job with the principal. If you go into this negotiation the stress ball emotional wreck you understandably are, there’s a good chance you might agree to terms that don’t work for you. In this episode of the Tricks of Your Trade Podcast, I drill down on the four leverage indicators you need to consider before you go into this negotiation.
2023-04-0527 min
The Tricks of Your Trade PodcastEpisode 41 - Dirty Deeds In Builders' ContractsIf you are a subcontractor working for commercial builders, and you supply materials and equipment for your trade work, you need to be on the lookout for the Supplier Warranty Deed. If your builder’s includes one of these deeds, you might find yourself the meat between the builder and your supplier when the builder asks you to convince the supplier to sign their big scary deed at the end of the job. Tune into the episode for more details.
2023-03-1414 min
The Tricks of Your Trade PodcastEpisode 40 - Union Management for Subcontractors with Tim DiveNon-union subcontractors may be cheaper, but do they really provide the same quality and value as union subcontractors? Find out in this week’s podcast with special guest, Tim Dive!"The best thing you can do in my book, the best thing any company can do is remain in control of your business as much as you can." - Tim Dive In this podcast episode, Tim shares how unions gain access to workers and how companies can protect themselves from the unions. He also shares how unions can impose orders and control how the agreement wo...
2023-02-2730 min
Construction SecretsCommon Sense Contract Management (on Tricks of your Trade with Michelle Cirson) Pt. 2 | Ep. 98Contract woes can be solved a lot easier than you think... It just takes good management.
Construction Companies doing $5M+, watch this FREE Case Study on how Quantum has helped 8 Construction Companies sign lower risk contracts and boost cashflow & margin: https://quantumcs.co/casestudy-podcast
If your business is making less than $5M, YOU are why I make all my materials FREE. Get more FREE Training & goodies here: https://constructionsecrets.io
Timestamps:
(3:12) - Don't make it from Cian to Michelle because that's personal. Make it like a notice, like a memo.
2023-02-2025 minConstruction SecretsAdvocating for Construction Subcontractors (on Tricks of your Trade with Michelle Cirson) Pt. 1 | Ep. 97Here's Part 1 of my interview On Tricks of your Trade with Michelle Cirson | Standing Up for the Little Guys: A Powerful Advocacy Video for Construction Subcontractors
Construction Companies doing $5M+, watch this FREE Case Study on how Quantum has helped 8 Construction Companies sign lower risk contracts and boost cashflow & margin: https://quantumcs.co/casestudy-podcast
If your business is making less than $5M, YOU are why I make all my materials FREE. Get more FREE Training & goodies here: https://constructionsecrets.io
Timestamps:
(2:08) - We both aim for good commercial solutions rather than...
2023-02-1725 min
The Tricks of Your Trade PodcastEpisode 39 - Sharing construction secrets with Cian BrennanToday I'm interviewing Cian Brennan, CEO of Quantum Contracting Solutions. With a background working for tier 1 contractors, and qualifications in engineering and construction management Cian Brennan has witnessed first hand what goes on behind closed doors in the contractor's camp, and how they deal with subbie administration. We recommend you tune into Cian's podcast or youtube channel "Construction Secrets" which you can do at this link: https://www.youtube.com/channel/UCLrQJhXFso-EeDnebvW_uXQ
2023-02-1049 min
The Tricks of Your Trade PodcastEpisode 38 - ABN Workers and Fair WorkWelcome to our special guest Tim Dive from Workplace Advisory Specialists. In this episode we discuss the best type of Contract for an ABN worker, and the common ways subcontracting businesses come unstuck when hiring labour that doesn’t want to go on the payroll. If you would like to contact Tim for more information, Tim’s details are below: Tim Dive Director - Workplace Advisory Specialists tim@workplaceas.com www.workplaceas.com Ph: 0415 710 174
2023-02-0538 min
The Tricks of Your Trade PodcastEpisode 37 - Chain of Responsibility for NCC ComplianceWhat to do if you're builder is directing you to build something you know doesn't comply with the National Construction Code.
2023-01-0412 min
The Tricks of Your Trade PodcastEpisode 36 - Fighting builders for the principle of itChanging pace on our podcast today, because recently I've had a front row seat to some very large protracted disputes, where the parties won't settle because one party is fighting for the principle of it. In this episode I'm ripping the band aid off and getting real about why you're better off using commerical cost benefit principles to settle a dispute, rather than moral principles, or even the rights you have under the Contract.
2022-10-2317 min
Awesome WomenMichelle Cirson | Tricks of Your TradeMichelle is a Construction Lawyer, Adjudicator and a Security of Payment consultant helping subcontractors get paid and manage compliance with security of payment systems. But more importantly, Michelle used to be a builder's contracts administrator, and some of the builders she worked for were in severe financial distress. Michelle speaks to trade business owners, builders and suppliers who struggle every minute of business life with cashflow highs and lows, delays, and late payment by their clients. These struggles are more than just an insolvency issue - they take a real toll on the people behind the businesses.
...
2022-10-1228 min
The Tricks of Your Trade PodcastEpisode 35 - Is my trade credit insurance policy pointless?In recent weeks we have seen trade credit insurers pull cover on particular builders with 30 days notice. Many subcontractors are now wondering whether their trade credit insurance policy is pointless? In this episode I drill down into all of the factors you should consider before you give up your policy.
2022-09-0216 min
The Tricks of Your Trade PodcastEpisode 34 - 3 ways to write price increases into your contractMaterial price increases and rising building costs have been a major stress point for the industry for almost two years now. Here are three ways we are seeing subbies and builders get price increase clauses into their contracts.
2022-08-2316 min
The NSW Property Show with Svetlana ThorpeCommon Issues with Buying a House and Land PackageToday I’m interviewing Michelle Cirson, who is a practising construction lawyer with McCarthy Durie Lawyers based in Sunshine Coast. Michelle operates in building and construction law and has extensive experience in the construction industry. She also used to be a builder’s contracts administrator so she understands how building companies work and run and what problems are likely to arise. Michelle and I chatted about house and land packages and off the plan contracts and what is currently happening in the construction industry. Michelle talked about why it is advisable to engage an expert to review a hou...
2022-08-0954 min
The Tricks of Your Trade PodcastEpisode 33 - Industry Intelligence Update - the winds of change are upon us againThis month we have been receiving daily calls about issues we usually only hear about once or twice a year. So that you can be ahead of the game, we are sharing these with you in this episode of the Tricks of Your Trade Podcast.
2022-07-3116 min
The Tricks of Your Trade PodcastEpisode 32 - The Builder's Payment Schedule and reading between the linesOne of the best profiling data you have available to you about your builder is your builder's payment schedule. Use these tips to work out what is going on behind the scenes with the builder's cashflow, project profitability and staffing situations.
2022-06-3020 min
Awesome WomenMichelle Cirson - Pricing wars: are you an ethical competitor or a pricing predator?Michelle is a construction lawyer with actual site experience, who knows how to build.
Having studied law while working as a CA for a commercial builder, Michelle's context to industry is like no other. Michelle has qualifications in building and law, and she's even a licensed project manager client side.
Michelle joins us today in her role as a construction lawyer for McCarthy Durie Lawyers, and she's here to talk to us about price wars, underpricing and how to deal with material price rises.
Website | Facebook | LinkedIn
2022-05-1121 min
Awesome WomenMichelle Cirson – Director of Tricks of Your TradeAfter working for almost a decade managing construction contracts for builders and developers, Michelle crossed the picket line and started her own business helping subcontractors and back-of-the-ute tradies get paid.
Armed with qualifications in building & law, Michelle harnesses the best of both worlds by achieving cost effective commercial outcomes with solid legal underpinnings.
From best practice contract management & security of payment systems to crisis dispute resolution help, if you are an Aussie subbie, Michelle is a must have in your corner.
Website | LinkedIn - Tricks of Your Trade | LinkedIn - Michelle Cirson | Facebook
2021-12-0227 min
The Electricians Co-OpEP19 - Tricks of your trade with Michelle CirsonToday on the show we have Michelle Cirson from Tricks of your trade. Michelle and her team provide contract management advice to subcontractors to help them get better outcomes without running their relationships with their builders.
If you're sick of the take it or leave it attitudes in the construction industry then this podcast is for you. Michelle has formal qualifications in building, law and is an expert in dispute resolution and she's here today to help you get a better outcome for your business.
Make sure you connect with Michelle:
Website: https://www.tricksofyourtrade.com.au/
Michelle's LinkedIn: https...
2021-11-1557 min
The Tricks of Your Trade PodcastEpisode 31 - Two Hats and Construction Contracts - Interview with Kieran ScottIn an EPIC Subbies' Toolbox Members Spotlight interview, Kieran Scott from Fyre Pro Aus tells all about what its like to be a certifier one day, and a sub-subbie the next. Dabbling in Contracts, the Building Code and tinnys of XXXX Gold behind the warehouse after work, it doesn't get more coal face than this. Kieran is quite literally playing with fire on the best of days. Tune in to hear how Kieran found the sweet spot with contracting from the bottom and the top of the food chain.
2021-10-2939 min
The Tricks of Your Trade PodcastEpisode 30 - What I was thinking when I was too busy to get paidIn this candid interview, Brice talks about how he was so busy putting out fires and trying to win work that he neglected his admin, which ultimately led to him not being paid. 12 months on, Bryce reflects on how different business can be when you contract with confidence.
2021-10-1922 min
The Tricks of Your Trade PodcastEpisode 29 - Your Relationships with your Builder might be real - but only like thisAnyone who has worked with me or even just followed me on socials will know that I frown and cuss a lot when people start talking about relationships being the be all and end all of their business. I've always taken this on board, because I recognise that it is a genuine concern for business owners. But deep down inside, I've always seen relationships as a blindfold of their own. Until this week, when someone told me something that COMPLETELY changed the way that I look at relationships. Listen to this...
2021-10-1317 min
The Tricks of Your Trade PodcastEpisode 28 - No margin on variations and no way out of your contractThe instability in the market in the construction industry at the moment is seeing builders scramble to lock Subbies in for yesterday's pricing. One of the ways Subcontractors are being hoodwinked is by having inadequate margin on variations. Listen to this episode and do the three small things at contract signing to avoid this happening to you.
2021-10-0215 min
The Tricks of Your Trade PodcastEpisode 27 - How to read contracts like you read drawingsIt is absolutely possible for Aussie Subcontractors to pick up a 400 + page construction contract and read it with the same ease and understanding as you read drawings. You just need to know how it is done. In this Episode of the Tricks of Your Trade Podcast spill the beans on how to do it.
2021-09-2718 min
The Tricks of Your Trade PodcastEpisode 26 - Is your Construction Contract COVID proof?If you're experiencing increased cost of materials, delays in getting materials and labour or you can't get to site because of a lockdown issue, tune into this Podcast for some tips on how to navigate the problem.
2021-09-1716 min
The Tricks of Your Trade PodcastEpisode 25 - How are your business relationships impacting your familyIt's Father's Day here in Australia and a good time to reflect on the way our children see and learn from our business interactions. We only get one life. How much is your relationship with your builder affecting the lives of your family?
2021-09-0520 min
The Tricks of Your Trade PodcastEpisode 24 - How to get paid for delay costs under a construction subcontractTime is quite literally, your money. If you aren't claiming delay costs under your subcontract you are forgetting who you work for. In this episode of the Tricks of Your Trade Podcast, I give you the 5 key things you need to do to claim delay costs under your construction contract.
2021-08-2220 min
The Tricks of Your Trade PodcastEpisode 23 - What to expect in Adjudication - Rolling the dice to get paidModern day Adjudication has its pitfalls, and as an Aussie Subcontractor who is owed money, it is so important for you to understand what you're getting yourself in for if you can't avoid costly debt recovery processes. In this episode, I break down the five high stress moments in an Adjudication process and give you an outline of what to expect from the process.
2021-08-0929 min
The Tricks of Your Trade PodcastEpisode 22 - Why the Builder's carrot is always a raw dealHow often is your builder asking you to leave money on the table on the current job so that you can be spoon fed the next job? When you understand why you're being asked this question in the first place, you will see that your business will be better off if these builders are working with your competitors. Unless your builder is throwing in the next project as a good faith value proposition in real world settlement negotiations, your builder is not asking you to do this for any reason that will benefit you.
2021-07-0818 min
The Tricks of Your Trade PodcastEpisode 21 - Innocent reasons your Builder asks you to start work on site without a written contractYour builder isn't always trying to rob you of a quid when he asks you to start work on site without the written contract squared away. Thing is, the real reason you're being asked to do this are because of internal problems or procedural issues that your builder is juggling. Listen to this episode to find out what they are, and what might happen if you do start before you square away the paperwork.
2021-07-0222 min
The Tricks of Your Trade PodcastEpisode 20 - Retention Wars - contract hacks that get retention releasedIf you're not thinking about getting paid for your retentions until the end of the project, you've already missed the boat on the easiest, fastest and cheapest way to protect your payment. In this episode I'm not only giving you contract hacks to get retention released, I'm also giving you a free template email to your builder to firm up your end of DLP reference date.
2021-06-2521 min
The Tricks of Your Trade PodcastEpisode 19 - How you can DIY you contract reviewsIf you're an Aussie Subcontractor and you don't have a cost effective and practical solution to reviewing your Builder's Contract before you sign it, this is the episode for you.
2021-06-1725 min
The Tricks of Your Trade PodcastEpisode 18 - Is your relationship with your builder a two-way street?In this episode I'm ripping off the rose coloured glasses to road test your relationship with your builder. With tips and tricks on how you can harness that relationship to gain commercial footholds at all the right times, this podcast is a must listen if you're one of those "too nice" guys when it comes to negotiation.
2021-06-1020 min
The Tricks of Your Trade PodcastEpisode 17 - How you can get trapped in your Builder's contract with no way to end the dealIf you're an Aussie Subbie there is every chance you have been in this situation without even being aware. Being trapped under contract in a situation where you're not making money - or worse, you're LOSING money, is a business sinker reality. In this episode I spill the beans on the two most common way subcontractors find themselves trapped under contract.
2021-06-0823 min
The Tricks of Your Trade PodcastEpisode 16 - Why you need a Safety System Brag BookGuest expert Jillian Hamilton of Manage Damage deep dives into why your safety systems can be the point of difference that wins you work. Click HERE for an exclusive offer for Tricks of Your Trade Podcast Listeners (and existing clients). Download the QLD Priority Fine First Offence Summary HERE.
2021-05-3049 min
The Tricks of Your Trade PodcastEpisode 15 - More Time = Less MoneyIf you hate calling your Builder to chase overdue invoices, in this Episode I'm literally talking to YOU. A lot of Subcontractors think that being patient and taking a softly softly approach will get them paid sooner without a fight. It's actually the opposite. In this Episode I'm giving you 5 undeniable reasons sitting on your hands waiting for payment will only result in you not being paid, or being short paid.
2021-05-2116 min
The Tricks of Your Trade PodcastEpisode 14 - Risk vs Reward when signing big scary contractsSubcontractors signing their Builders' contracts are routinely faced with BIG scary risk and very little leverage to negotiate. In this podcast I explain how you can strike a balance between head in the sand signing your life away and understanding the risks but living with them anyway.
2021-05-1515 min
The Tricks of Your Trade PodcastEpisode 13 - Why you can't expect your Builder to pay you on time, EVERY time, in full.#subcontractors this is why you can't be paid on time EVERY time, in full. And here's what you should do about it. Register below to attend my upcoming FREE webinar below. I'll be helping you develop an Accounts Receivable Escalation Procedure for your trade business. No cookie cutter templates - during this one hour webinar I'll be showing you what buttons to push at what times to protect your right to enforce a #paymentclaim. REGISTER FOR WEBINAR HERE
2021-05-0812 min
The Tricks of Your Trade PodcastEpisode 12 - Do these three FREE things right now to reduce the risk of doing business with your builderIn today's episode I'm giving you three very easy things you can start doing right now (for free) that will eliminate bucket loads of risk for your business. Doing these things will not lose you any work, or get anyone's nose out of joint. In fact, if you do these things with a good bloke approach, your builder is likely to thank you.
2021-02-2616 min
The Tricks of Your Trade PodcastEpisode 11: how to GROW your profit margin and not crap ya dacksIn this episode we are tell you how to increase your profit margin without risking the biscuit. Adam Barnard of Tactix Business Coaching and I dive deep into winning work in a price war, and how to set your trade business up in a stable way to bump up and bump down your resources. Contact details for Adam are: Adam Barnard e: adam.barnard@tactixcoaching.com.au p: (02) 4204 8203
2021-02-1955 min
The Tricks of Your Trade PodcastEpisode 10 - Preference Payments and PPSR with Peter MillsHow to protect yourself from a preference payment claim by a liquidator if your builder goes broke. A deep dive into the practical steps that a subcontractor can take, even after the builder goes under, to prevent having to pay back money paid. You can contact our guest via details below: PETER MILLS Special Counsel Personal Property Securities + Debt Recovery + Insolvency P: (07) 3160 0017 E: peter.mills@activelaw.com.au
2021-02-1238 min
The Tricks of Your Trade PodcastEpisode 9 - Why Aussie Subbies need to be the voice of the construction industryIf you are an Aussie Subbie and you think the system is stacked against you, it is time to find your voice. In this Episode I explain why Subbies are THE most important link in the contractual chain when it comes to industry feedback and meaningful legal reform. And, I'm giving you a solution. Tune in.
2021-02-0417 min
The Tricks of Your Trade PodcastEpisode 8 - Pistols at dawn and then my trade business went broke. How an Aussie Subbie lost his business while doing everything right!Are you an Aussie Subbie turning over circa $7-$10M, around about 50 workers and have ALL the work you desire? I bet you feel untouchable... This Aussie Subbie lost his business in what can only be described as a perfect storm, despite having everything going for him at the time. So how does that happen? This is a raw and honest interview by one of our own, to give you a heads up on what it is like to live through insolvency in the construction industry.
2021-01-2834 min
The Tricks of Your Trade PodcastEpisode 7 - the fastest way to recover money if your Builder goes brokeSubcontractors did you know that in some instances getting paid by your builder isn't the best way to STAY paid? If your builder goes broke, sometimes a Trade Credit Insurance Policy can result in a better outcome for you than if you had been paid by your actual builder. In today's podcast I ask ALL the hard questions of @Liam Davies of Prasidium Trade Credit Brokers, and together we reality test the REAL value of a Trade Credit Insurance Policy to your business. Get your listen on now... You can contact...
2021-01-2127 min
The Tricks of Your Trade PodcastEpisode 6 - Why you need to know how to count a business day to get paidSometimes it's the stupidest things that stop you from getting paid. Imagine getting kicked out of Adjudication because you miscalculated a business day! If you can't answer these questions you need to attend my free webinar on Wednesday: If you can't answer these questions, you need to attend my Webinar on Wednesday this week: - does a business day end at COB or midnight? - does the definition of business days in the Contract apply, or the Act? - do I count the day I gave my Payment Claim? - but...
2021-01-1808 min
The Tricks of Your Trade PodcastEpisode 5 - 5 more BS reasons your Builder isn't paying youI debunk five baseless reasons your builder puts your payment claim on hold, and I give you word for word what you can say back to the Builder to shake your money free.
2021-01-1410 min
The Tricks of Your Trade PodcastEpisode 4 - How to tell if your builder might be going brokeI spill the beans on the 10 plain as day signs any Aussie Subcontractor can watch out for to spot a builder in financial trouble.
2021-01-1218 min
The Tricks of Your Trade PodcastEpisode 3 - 5 BS reasons you are not being paidIn this episode, I drill down on the two reasons your builder gives you bullshit excuses for not paying you on time, or not paying at all. I have also picked the 5 most common baseless excuses builders give subcontractors for not paying on time, and what you can say in reply to get your money.
2021-01-0827 min
The Tricks of Your Trade PodcastEpisode 2 - the four pain points pushing Aussie Subbies to the brink...I drill down on the four main pain points pushing Aussie Subbies to the brink of insolvency, and outline what expert advice we have scheduled to educate and empower you in your Subcontracting business.
2021-01-0422 min
The Tricks of Your Trade PodcastEpisode 1 - What this podcast is all aboutIntroducing the Tricks of Your Trade podcast, and host where we discuss and problem solve the four key pain areas dragging down your subcontracting business. Listen to this episode to decide whether our content is for you, and if host Michelle Cirson is your cup of tea.
2021-01-0121 min