Paint Contractor's Complete Handbook

by Gleason, Dennis D.

• ISBN13: 9780070633674
• ISBN10: 0070633673
• Format: Paperback
• Copyright: 1999-12-01
• Publisher: McGraw-Hill

Summary

Turn your paintbrush into big profits. Whether you own a paint contracting business or you're ready to start one up, Paint Contractor's Complete Handbook, by Dennis D. Gleason, will help make the difference between flat growth and a glossy profit picture. From bidding on jobs to estimating wallcovering, this business-building advisor helps you make profitable decision on costs, materials, equipment and prep work for any type of job - repaint work, new construction, commercial and industrial projects, even government contracts. You'll see how to prepare winning bids...promote and market your services...estimate labor, equipment, overhead and profit...prevent legal disputes...read blueprints...select the right materials...and much, much more.

Table of Contents

Acknowledgments	xxv
You Can Estimate Painting Costs	1	(14)
How to Use This Book	2	(2)
Use the CD-ROM	3	(1)
The Business of Contracting	4	(1)
The Big Picture	5	(3)
Types of Estimates	5	(1)
Types of Projects	6	(1)
Types of Bids (Project Classifications)	6	(2)
Production Painting---Volume Work	8	(1)
Your Niche	8	(3)
Worker Capabilities	9	(1)
The Dollar Volume That Returns the Most Profit	9	(1)
Financial Capabilities	10	(1)
Danger Signals: Causes of Failure	11	(4)
How to Succeed	13	(2)
The Estimator	15	(14)
The Estimator's Value	16	(3)
The Estimator's Skills	16	(1)
Estimating as a Recognized Profession	17	(1)
The Estimator's Education	18	(1)
The Estimator's Salary	18	(1)
The Estimator as a Consultant	19	(3)
Professional Groups for Estimators	20	(2)
The Estimator's Judgment	22	(7)
The Estimator's Range	23	(4)
Feeling Tired Already?	27	(2)
Plans, Specs, and Math Review	29	(38)
Types of Drawings	30	(5)
Shop Drawings	30	(1)
Architectural Drawings (The ``A'' Sheets)	30	(1)
The Support Drawings	30	(1)
Structural Drawings (The S Sheets)	31	(1)
Electrical Drawings (The E Sheets)	31	(1)
Mechanical Drawings (The M and P Sheets)	31	(1)
Landscape Drawings (The L Sheets)	31	(1)
Grading Plans	32	(1)
Site Improvement Drawings	32	(1)
The Sample Plan	32	(3)
Design Lines, Symbols, and Abbreviations	35	(14)
Measuring Scales	37	(1)
Identifying the Scale of the Drawing	37	(6)
Plan Roll-Up Method	43	(1)
Comparing Plans: The Project Comparison Chart	43	(6)
Painting Specifications	49	(8)
Specs for the Individual Bid	49	(1)
Specs for the Informal Bid Process	49	(1)
Specs for the Semiformal and Formal Bid Process	50	(1)
The CSI Masterformat	50	(7)
Math Review	57	(4)
Identify Your Units of Measure	58	(1)
Converting Fractions to Decimal Equivalents	58	(1)
Scale Conversions	59	(1)
Man-Hour Conversions	60	(1)
Percentage Conversions	60	(1)
Rounding Dollar Amounts	61	(1)
Measuring Lengths, Areas, and Volumes	61	(6)
Linear Measurements	61	(1)
Angular Measurements	62	(1)
Area Measurements	63	(2)
Measuring Floor Areas	65	(2)
The Basics of Estimating	67	(28)
Preliminary Estimates	69	(5)
Feasibility Estimate	69	(1)
Conceptual Estimate	69	(1)
Systems Estimate	70	(1)
Budget Estimate	70	(4)
The Detailed Estimate	74	(2)
Unit Cost Method	75	(1)
Lump Sum Method	76	(1)
The Tools of the Trade	76	(3)
Measuring Tools	76	(2)
Digital Measuring Wheels	78	(1)
Other Tools	79	(2)
The Computer As an Estimating Tool	81	(2)
Using the Computer for Paint Estimating	82	(1)
What Else Can It Do?	83	(1)
What Are the Disadvantages?	83	(2)
Estimating Variables	85	(2)
Error in Your Estimate	85	(2)
``Difficult Owners''	87	(1)
Poor Architectural or Engineering Plans	88	(3)
Stubborn Developers, Builders, or General Contractors	91	(1)
Government Red Tape	92	(1)
Uncommon Materials	93	(1)
Field Record Keeping	93	(2)
Tips on Organization	95	(20)
Organization	95	(5)
Manage Your Time	96	(1)
How Time Works	96	(2)
Time Management Tips	98	(1)
Set Production Goals for Estimating	99	(1)
Take Breaks	100	(1)
Keep Good Records	100	(2)
Use Printed Forms	100	(1)
Forms List	101	(1)
Office Policies and Procedures	102	(1)
Use an Estimating System	102	(4)
Establish a Routine	102	(4)
Estimate in the Same Order as You Paint	106	(1)
Be a Professional	106	(9)
Take-Off Tips	106	(3)
Use a Checking System	109	(6)
Marketing, Advertising, and Promotion	115	(20)
Your Marketing Program	118	(6)
Make a Commitment	119	(1)
Define Your Target Market	119	(2)
Establish a Sales and Marketing Budget	121	(1)
Set Some Goals	121	(1)
Your Advertising and Promotion Program	122	(1)
Take Action	122	(2)
The Basics of Advertising	124	(11)
Business Name and Company Logo	124	(1)
The Promotional Message	125	(2)
Copy Writing	127	(1)
Layout and Design	127	(1)
Choosing the Medium	128	(7)
Finding the Work	135	(12)
Prospecting	138	(2)
The Umbrella Effect	139	(1)
Promotional Materials	140	(6)
The Importance of a Promotional Package	140	(1)
Always Call First	141	(1)
Letter of Introduction	141	(2)
List of References	143	(1)
Letters of Recommendation	143	(3)
Rolodex Cards	146	(1)
Keeping Track of Valuable Leads	147	(12)
The Value of a Lead	147	(4)
Never Waste a Lead	148	(1)
Having a Good Receptionist	148	(1)
Phone Frustrations	149	(1)
Handling Incoming Calls	150	(1)
Keeping Track of Leads	151	(7)
Prospecting Abbreviations	152	(1)
Call-Back Times	153	(1)
Computer Tracking	153	(1)
The ACT Contact Screen	153	(2)
Your Hotlist	155	(1)
ACT Lookup Feature	155	(1)
Scheduling	156	(1)
View Feature	156	(1)
Autodial Phone Feature	156	(1)
Manual Tracking	156	(1)
``Tickle'' Your Prospects	157	(1)
Using the Manual System for Prospecting	157	(1)
Taking the Next Step	158	(1)
Winning Bids	159	(26)
Bidding Output and Tracking Are Important	160	(1)
The Bidding Process	161	(9)
Bid Price Compared to Previous Bids	163	(1)
Comparing Actual Job Costs	163	(1)
Bidding Variables	163	(7)
Adjusting the Standard Base Bid	170	(2)
The Proposal	172	(11)
Writing a Proposal	172	(5)
The Heading	177	(1)
Statement of Intent	178	(1)
The Body of the Proposal	178	(5)
Bidding Tips	183	(2)
Bid Bonds	184	(1)
Selling the Bid	184	(1)
Sales Fundamentals	185	(30)
Basic Sales Principles	185	(5)
Price is Last	185	(1)
Persistence and Determination	186	(1)
Never Miss a Door	186	(1)
Hear ``No'' Three Times	186	(1)
You Must Take Control of the Sales Process	187	(1)
Follow through to the Conclusion	187	(1)
Qualify for the Decision Maker	188	(1)
What Is a Professional	189	(1)
Develop Relationships	189	(1)
Respect Your Customers	189	(1)
Compliment Your Competition	189	(1)
Help Others, Help Yourself	190	(1)
A Salesperson's Biggest Mistake	190	(1)
Using the Right Words	191	(2)
Professional Vocabulary	191	(1)
Sales Language	191	(1)
Humor in Sales	192	(1)
The Last Word	192	(1)
Questions, Questions, Questions	193	(4)
The Value of Questions	193	(2)
Types of Questions	195	(1)
Question Techniques	196	(1)
Develop a Questions List	196	(1)
Features versus Benefits	197	(8)
Feature Phrases	197	(1)
The Elevator Speech	197	(3)
Benefits and Benefit Statements	200	(1)
Connector Phrases	201	(1)
Benefit Statement Exercise	201	(3)
Benefits Sell!	204	(1)
Price versus Benefit Balance	204	(1)
Customize the Benefits	204	(1)
Use Facts, Figures, and Statistics	205	(1)
The Telephone Introduction	205	(10)
The Telephone Script	207	(1)
Calling Goals and Objectives	208	(1)
When Not to Meet Face to Face	209	(1)
``No Project'' Follow-Up	210	(1)
A Project to Bid, but no Invitation	210	(1)
Calling Too Often	211	(1)
Getting Past a Tough Receptionist	211	(1)
Use ``Responsible'' or ``Responsibility''	212	(1)
Ask for Help or Assistance	212	(1)
Make a Statement, Ask a Question	212	(1)
Mimic a Prospect! Use Their Own Words	213	(2)
Presentations and Closing	215	(22)
Initial Presentation	215	(6)
Setting the Appointment	215	(1)
Arrive Early, Prepare, and Relax	216	(1)
Meeting Face to Face	216	(1)
Making the Initial Presentation	217	(3)
Meet a Few Key People	220	(1)
The Proposal Presentation	221	(7)
Visualize the Best Possible Results	221	(1)
Making the Proposal Presentation	222	(3)
Answering Objections	225	(3)
Summary	228	(1)
Closing the Sale	228	(5)
Solve the Customer's Problems	229	(1)
The Closing Sequence	229	(1)
Closing Techniques	230	(3)
Follow-Up Sales	233	(2)
Follow-Up Frequency	234	(1)
The First Follow-Up Call	234	(1)
Follow-Up Closing	235	(1)
Contract Negotiations	235	(1)
Contract Award	236	(1)
Record the Bid Results	236	(1)
Contract Administration	237	(30)
The Contract	237	(2)
Contract Categories	238	(1)
Types of Contract Forms	239	(1)
The Contract Award	240	(1)
Notification of Contract Award	241	(1)
Verbal Notification	241	(1)
Letter of Intent	241	(1)
Contract Pricing Methods	242	(3)
Lump Sum Method	242	(1)
Unit Price Method	242	(3)
The Contract Review	245	(3)
Scope of Work	245	(1)
Contract Sum	245	(2)
Payment Schedule	247	(1)
Contract Clauses	248	(4)
Retentions	248	(1)
Liquidated Damages	249	(1)
Insurance Requirements and Certification	249	(1)
Additional Insured	249	(2)
Bonding Requirements	251	(1)
Enumeration of the Subcontract Documents	251	(1)
Other Clauses	251	(1)
Contract Acceptance	252	(7)
Master File	252	(1)
Contract Information Log	252	(7)
Contract Follow-Up Log	259	(1)
Price Request Control Log	259	(1)
Change Orders	259	(3)
The Effect of Change Orders	261	(1)
Extra Work	261	(1)
Back Charges	261	(1)
Financial Management	262	(5)
Billing Cycles	262	(1)
Progress Billings	263	(1)
Retention Billing	263	(1)
Billing Forms	263	(1)
Lien Releases	264	(3)
Legal Aspects of Contracting	267	(14)
Contractor Ethics: The Unwritten Laws	268	(3)
Bid Shopping	269	(1)
Idea Shopping	270	(1)
Price Fixing	271	(1)
Estimating and Bidding Issues	271	(2)
The Estimator's Liability	271	(1)
Document Priority	271	(1)
Subcontractor Responsibilities	272	(1)
Relief from Bid	272	(1)
Subcontractor Listing	272	(1)
Substituting Subcontractors	273	(1)
Contract Issues	273	(1)
Breach of Contract	273	(1)
The Mechanic's Lien	274	(4)
Mechanic's Lien Procedure	274	(1)
The Preliminary Notice	275	(1)
Stop Notice	276	(1)
Waiver of Lien	276	(1)
Withdrawal of Lien	276	(2)
Termination	278	(1)
How to Prevent and Resolve Disputes	278	(3)
Negotiation	280	(1)
Arbitration	280	(1)
Litigation	280	(1)
Project Management	281	(26)
Planning	283	(1)
Scheduling	284	(1)
Too Much Work	284	(1)
The Manpower Schedule	285	(1)
Purchasing	285	(1)
Safety	285	(1)
Record Keeping	286	(4)
Activity Log	286	(4)
Submittals/Transmittals	290	(1)
Quality Control	290	(3)
Site Visits	290	(2)
Inspections	292	(1)
Touch-Up Work	292	(1)
Customer Relations	293	(1)
Controlling Costs	293	(7)
The Progress Report	294	(4)
Controlling Material Costs	298	(2)
Job Costing	300	(7)
Monitor and Evaluate Man-Hours	302	(1)
Compare Actual Costs to Percent Complete	303	(1)
Cost Overruns	303	(1)
Solutions to Cost Overruns	304	(1)
The Final Job Cost Analysis	304	(3)
Think Safety	307	(24)
Leading Causes of Injury	308	(1)
The Cost of Accidents	309	(1)
Company Productivity	309	(1)
Financial Expense	310	(1)
More than Money	310	(1)
No Reason to Pay the Cost	310	(1)
Injury and Illness Prevention Program (IIPP)	310	(2)
Injury and Illness Prevention Program Example	312	(16)
Safety Policy	312	(1)
Assignment of Responsibility	312	(1)
Employee Compliance	313	(1)
Violation Reporting	313	(1)
Employee Communication	313	(10)
Safety Training Program	323	(1)
Safety Inspections	324	(1)
Corrective Actions	325	(1)
Accident Investigation	326	(1)
Accident Reports	326	(1)
Record Keeping	327	(1)
Maintaining the Program	328	(1)
Painting Safety Tips	328	(3)
Historical Costs	331	(10)
The Value of Historical Costs	332	(1)
Keeping Accurate Cost Records	332	(9)
Single-Family Home Costs	333	(1)
New Construction Costs	333	(1)
Commercial and Apartment Costs	333	(4)
Residential Repaint Costs	337	(4)
Parts of an Estimate: Labor	341	(12)
Estimating Labor Costs	341	(5)
Employer's Burden	342	(1)
Labor Productivity	343	(3)
Field Supervision	346	(3)
The Foreman---Your Job Site Supervisor	346	(1)
Field Superintendent---Supervises All Field Activities	347	(1)
Field Discipline	348	(1)
Man-Hour Production Tables	349	(1)
Add in Supervision Costs	349	(1)
The Shop Rate	350	(1)
Finding Qualified Painters	351	(2)
Parts of an Estimate: Material and Sundries	353	(22)
Estimating Sundries	353	(3)
Estimating Paint Quantities	356	(2)
Spread Rate	356	(1)
Waste and Spillage	357	(1)
Mil Thickness	357	(1)
Material Pricing	358	(1)
Discounts	358	(1)
Sales Tax	359	(1)
Material Handling and Storage	359	(1)
Substitution of Materials	360	(1)
Material Precautions	361	(4)
Environment Protection	362	(1)
Material Safety	363	(1)
Federal Government Specifications	364	(1)
Paint Bases	365	(4)
Alkyd	367	(1)
Cement	367	(1)
Epoxy	367	(1)
Latex	367	(1)
Oil	368	(1)
Rubber	368	(1)
Urethane	368	(1)
Other Binders	368	(1)
Types of Paint	369	(1)
Lacquer	369	(1)
Varnish	369	(1)
Paint and Enamel	369	(1)
Primer for Paint and Enamel	370	(1)
Aluminum Paint	370	(1)
Oil Stain	370	(1)
Paint Colors	370	(2)
Paint Brands	372	(1)
Application Methods	372	(3)
Brush Application	372	(1)
Paint Pad Application	372	(1)
Paint Mitt Application	373	(1)
Roller Application	373	(1)
Spray Application	373	(2)
Parts of an Estimate: Equipment	375	(14)
Equipment Inventory	375	(5)
Subcontracts	380	(1)
Receiving Subcontractor Bids	381	(1)
Commissions and Bonuses	381	(4)
Escalation	385	(3)
Expiration Dates	387	(1)
Contingency	388	(1)
Parts of an Estimate: Overhead and Profit	389	(12)
Indirect Overhead	390	(1)
Direct Overhead	391	(5)
Insurance	391	(1)
Specific Bonds	392	(1)
Safety Affects Overhead	393	(1)
Lower Overhead by Reducing Theft and Vandalism	393	(1)
Overhead Percentage Calculation	393	(3)
Your Profit	396	(5)
Risk Factors	397	(1)
Profit Margins	398	(1)
The Profit Formula	398	(3)
Estimating Preparation Work	401	(30)
Estimating Prep for New Construction	401	(1)
Estimating Repaint Preparation	402	(3)
Estimating Repaint Preparation Materials	403	(1)
Estimating Repaint Preparation Man-Hours	404	(1)
The Preparation Man-Hour and Material Tables	405	(1)
Burn Off	405	(1)
Waterblasting	405	(12)
Surface Prep Techniques and Materials	417	(9)
Exterior Wood: Preparation for Paint	417	(1)
Exterior Wood: Preparation for Stain	418	(1)
Exterior Galvanized Metal	419	(1)
Exterior Ferrous Metals (Iron and Steel)	419	(1)
Concrete and Masonry Surfaces	420	(2)
Interior Wood: Preparation for Paint	422	(2)
Interior Wood: Preparation for Stain	424	(1)
Interior Plaster or Drywall	425	(1)
Repaint Symptoms and Remedies	426	(5)
Estimating Repaint Jobs	431	(72)
The Detailed Repaint Estimate	432	(1)
Estimating Repaint Work	432	(3)
Your Estimating Tools	432	(3)
The Site Examination	435	(4)
Sketch the Interior	436	(1)
Estimate the Preparation Work	436	(1)
Estimate the Painting Operations	436	(1)
The Repaint Take-Off Form	437	(1)
Using the Repaint Formulas	437	(1)
Compare Judgment to Calculations	437	(1)
Estimate SURRPTUCU	438	(1)
Estimate Equipment Costs	438	(1)
Recapping and Extending the Totals	438	(1)
The Interior Repaint Take-Off	439	(43)
Living Room Ceiling	439	(23)
The Ceiling Measurement	462	(2)
Living Room Beams	464	(1)
Living Room Walls	465	(2)
The Opening Count	467	(3)
Living Room Baseboard	470	(1)
Railing, Wrought Iron	470	(1)
Living Room SURRPTUCU	471	(1)
Kitchen	471	(2)
Kitchen Cabinets	473	(1)
Kitchen Ceiling	473	(1)
Kitchen Walls	474	(1)
Kitchen SURRPTUCU	474	(1)
Utility Room Ceiling	475	(1)
Utility Room Walls	475	(2)
Utility Room Baseboard	477	(1)
Bathroom Ceiling	477	(1)
Bathroom Walls	478	(1)
Bathroom Valance	478	(2)
Bathroom Baseboard	480	(1)
Bathroom SURRPTUCU	480	(1)
Bedroom 1 Ceiling	480	(1)
Bedroom 1 Walls	481	(1)
Bedroom 1 Baseboard	481	(1)
Bedroom 1 SURRPTUCU	482	(1)
Bedroom 2	482	(1)
Final Interior Check	482	(1)
The Exterior Repaint Take-Off	482	(6)
Exterior Preparation Work	482	(4)
Preparation by Wire Brush	486	(2)
Exterior Painting Operations	488	(9)
Rain Diverter	488	(1)
Roof Jacks	488	(1)
Vents and Flashing	488	(1)
Fascia	489	(1)
Overhang	490	(1)
Siding	491	(1)
Stucco	492	(1)
Protective Coating	492	(1)
Exterior Doors	493	(1)
Plant-On Trim	494	(1)
Pot Shelf (P/S)	494	(1)
Pass-Through Shelf	495	(1)
SURRPTUCU	495	(1)
Repaint Take-Off Sheet Totals	495	(1)
Equipment Costs	496	(1)
Recap Man-Hours and Material	496	(1)
Extensions	496	(1)
The Base Bid	496	(1)
The Final Bid Amount	497	(1)
Cross-Checking	497	(1)
The Repaint Proposal	497	(6)
Estimating New Construction Projects	503	(64)
New Construction Estimating Formulas	505	(11)
The New Construction Take-off Sheet	516	(1)
The Decision to Bid	516	(4)
Picking up the Plans	517	(1)
The Prebid Checklist	518	(1)
Schedule the Bid	518	(1)
The Site Visit	518	(2)
New Construction Estimating Process	520	(1)
The New Construction Take-off	520	(21)
The Opening Count	523	(3)
The Split Coat Operation	526	(1)
The Tip-off Operation	527	(1)
High Ceilings	527	(1)
Wet Area Walls and Ceilings	527	(1)
Sealer at Walls and Ceilings	528	(1)
Enamel Walls and Ceilings	528	(2)
Walls	530	(1)
Cabinets	531	(2)
Opening Count Review and Calculation	533	(1)
Beams	533	(1)
Tongue-and-Groove Ceilings	534	(1)
Interior Railings	534	(1)
Other Decorative Railings	535	(1)
Stringers	535	(2)
Light Valences	537	(1)
Fireplaces	538	(1)
Baseboard	538	(2)
Miscellaneous Interior Operations	540	(1)
Interior Subtotals	540	(1)
Touch-up	540	(1)
Tax	541	(1)
Estimating New Construction Exteriors	541	(13)
The Importance of Scheduling	542	(1)
Fascia Board	543	(1)
Overhang	544	(1)
Siding	545	(1)
Garage Door Exteriors	546	(1)
Plant-Ons	546	(1)
Exterior Doors	547	(1)
Vents and Flashings	548	(1)
Roof Jacks	548	(1)
Back of Garage Doors	549	(1)
Pot Shelves	549	(1)
Pass-through Shelves	549	(1)
Stucco Seal	550	(2)
Miscellaneous Exterior Operations	552	(2)
Exterior Totals	554	(2)
Recap	554	(1)
Options	554	(1)
Alternates	555	(1)
Exclusions	555	(1)
Notes	555	(1)
The Extension Sheet	556	(5)
Rate	556	(2)
Hours	558	(1)
Supervision	558	(1)
Burden	558	(1)
Material	559	(1)
Overhead	559	(1)
Direct Cost	559	(1)
Profit	559	(1)
Base Bid Total and Price per Square Foot	559	(1)
The Adjustment	560	(1)
Final Bid Total and Price per Square Foot	560	(1)
Building Recap	560	(1)
The Bid Proposal	561	(6)
The Proposal Rough Draft	561	(3)
The Final Proposal	564	(3)
Estimating Commercial and Industrial Projects	567	(44)
Commercial versus Residential Construction	567	(5)
Commercial/Industrial Painting Requirements	568	(1)
Types of Commercial Projects	569	(2)
Painting Tenant Improvements	571	(1)
Estimating Commercial and Industrial	571	(1)
The Man-Hour/Material Tables	572	(1)
Man-Hours	572	(1)
Material Coverage	572	(1)
Painting Operations	572	(33)
Ceilings and Walls	572	(19)
Conduit, Pipe, and Pipe Railing	591	(2)
Piping or Conduit Color Code	593	(1)
Decking: Corrugated Metal	593	(1)
Duct Work	594	(1)
Fire Escapes, Steel Stairs, Grating, and Grilles	594	(1)
Ladders	594	(1)
Mechanical Equipment and Machinery	594	(1)
Sprinkler Systems	594	(1)
Structural Steel	594	(11)
Tanks and Spheres	605	(1)
Bidding Heavy Commercial and Industrial Work	605	(6)
Plan Availability	606	(1)
Selecting Projects to Bid	607	(1)
The Invitation to Bid	608	(1)
Instructions to Bidders	608	(1)
Submitting Bids	608	(3)
Estimating Wallcovering	611	(32)
Residential and Commercial Wallcoverings	611	(1)
Residential Wallcoverings	611	(1)
Commercial Wallcovering Applications	612	(1)
Wallcovering Contracts	612	(1)
Labor-Only Contracts	612	(1)
Labor and Material Contracts	612	(1)
Guarantee Clauses	612	(1)
Estimating Forms	613	(1)
Parts of a Wallcovering Estimate	613	(2)
Removing Wallcovering	613	(1)
Surface Preparation	614	(1)
Sizing	615	(1)
Adhesive	615	(1)
Installation Labor	615	(9)
Estimating Material Quantity	624	(6)
Converting Wallcovering Measurements	624	(3)
Material Waste Factors	627	(3)
Calculating Material Quantities	630	(10)
Square-Foot-of-Wallcovering Method	630	(1)
Square-Foot-of-Surface-Area Method	631	(1)
Square-of-the-Room Method	632	(1)
Drop or Stir Method	633	(4)
Wallcovering Quantity Charts	637	(3)
Material Pricing	640	(1)
Wallcovering Tools and Supplies	640	(1)
Subcontracts and Commissions	640	(1)
Contingency, Overhead, and Profit	640	(3)
The Government Contracting Process	643	(10)
Contracting for Government Work	644	(6)
Finding Government Work	644	(1)
Selecting Projects to Bid	645	(1)
The Davis-Bacon Act: Prevailing Wages	646	(1)
Certified Payroll	647	(3)
Estimating Government Projects	650	(1)
Bidding Government Work	650	(3)
Submitting the Bid	651	(1)
Change Orders	651	(2)
Appendix A Sample Plan	653	(2)
Appendix B General Estimating Tables	655	(62)
Appendix C Forms for Paint Contractors	717	(4)
Glossary	721	(28)
Index	749