The Art of Estimating: Insights from Zach Froio

In the complex world of construction, estimating is not just about numbers; it's about precision, effective communication, and building strong relationships. Today, we sit down with Zach Froio, part owner and Vice President of Preconstruction at O’Connor Company, to delve into the intricacies of construction estimating. With a career that began in 2014, Zach shares his journey and key insights that have shaped his approach to managing estimates, building relationships, leveraging technology, and embracing remote work, all of which contribute to his success in the construction industry.

Your Role at O’Connor Company

Can you start by telling us about your role at O’Connor Company and how you got into the field of construction estimating?

"I entered the industry in 2014 after graduating from Clarkson University with a Civil Engineering degree. Right after college, I began working for a couple of General Contractors in the NYS Capital Region, starting out as an Assistant Project Manager. I found my way into estimating when a colleague recommended me for an open position. To be honest, I had never considered switching to Estimating till then. I obviously accepted the position and began working for a prominent GC, where I gained extensive experience estimating large-scale projects and built strong relationships throughout the capital region. In 2021, I met Clark, and soon after, we decided to go into business together, which led me here to O'Connor!”

The Importance of Relationship Building and Communication in Estimating?

What is a key takeaway that you have learned over the past 10 years that has helped your success in the world of estimating?

“Regardless of the project, we of course need to know the ins and outs and make sure everything is covered. However, estimating is as much relationship-building as it is understanding construction and working the numbers. Subcontractors may work for us, but we need them just as much, if not more than they need us. People like working with people they know and like. So focusing on subcontractor relations and acquisition is a big part of the job.

Relationship building also goes hand in hand with transparent and clear communication. Whether it’s subcontractors or internal to the estimating team and other departments, clear and effective communication is a must. There are so many factors for the estimating team to be aware of, like where our? project management teams are wrapping up so we know where to geographically focus our estimating efforts, or debriefing the project team on the logistics after winning a bid. Obviously putting together good estimates is our priority, but effective communication and ensuring everyone is on the same page is equally important.

The key takeaway I've learned over the past 10 years and what I would share with anyone interested in this field is that strong relationships and effective communication are the foundation of a successful career. It's not just about the numbers; it's about the people.”

Efficiency and Organization in the Estimating Process

As you've mentioned, communication and relationship building are crucial to be successful in estimating. Can you tell us more about the art of estimating itself? How do you manage the complexity and ensure efficiency in your estimating process for both you and your team?

Receiving literally thousands of pages of construction documents is daunting for anyone. You have to break it down piece by piece rather than looking at it as one massive project. Start from the beginning and break out every single division. By organizing and learning each project by its division, the entire process is much more manageable and comes together much smoother.

On my team, I try to coordinate estimates as much as possible. For example, if someone is responsible for concrete, steel, and site on one estimate, I try to put them on those same sections for all the current projects we are bidding. This approach significantly boosts efficiency across the team. Ensuring consistency and accuracy is about understanding your team, knowing their capabilities, and giving them full responsibility for their decisions while trusting them to make the right call. When team members own a piece of the process, they become more invested not only in their decisions but also in the success of the entire team.

Modernizing Construction: Leveraging Technology and Remote Work

The construction industry is often perceived as being somewhat traditional or even archaic. How do you utilize technology to overcome this perception and embrace a fully remote work setup for your estimating team, which is quite unique in this field?

“There are many great estimating software options available, such as Building Connected, Timberline, On Screen Take Off, and Revu. However, these tools are only as good as the information you input into them. From an efficiency standpoint, I would say On Screen Take Off and Building Connected are my favorites. The amount of time these two programs save is invaluable.

Having an entirely remote estimating team is pretty unique in construction, but it's been a huge benefit for us. On the front end, we put a lot of effort into hiring disciplined, self-motivated people. I value work ethic over specific experience because I can teach the job, but you can't teach the self-motivation required to be successful while working from home.

My team utilizes the software I mentioned, and we use Microsoft Teams to communicate throughout the day. We are constantly utilizing the Teams chat and have video calls often. This setup not only gives our team autonomy but also fosters a unique and positive culture that you might not find at a traditional general contracting company. We have found it to be very successful for us at O'Connor and have plans to continue expanding across the country using the remote work footprint.”

Advice for Aspiring Estimators

What advice would you give to someone aspiring to become an estimator?

"Estimating is a great field to get into because you are exposed to so many projects. While an APM and PM may only see a couple of projects a year, an estimator could see as many as 25-50 projects a year, more if you are an estimator for a subcontractor. If you are reading this and have questions about the estimating field, feel free to reach out to me via email or LinkedIn!”

Estimating construction projects is both an art and a science, requiring a blend of technical knowledge, strategic thinking, and strong relationships. Zach Froio’s journey and insights highlight the importance of relationship building, efficiency and organization, and the innovative approach of embracing remote work. By leveraging advanced estimating software, fostering clear communication, and hiring self-motivated individuals, Zach has successfully created a unique and productive remote team at O’Connor Company. These three key insights not only set O’Connor Company apart but also ensure that every project is set up for success from the very start.

About O'Connor Company

O’Connor Company is an experienced industrial and commercial general contractor. Based in Pinehurst, NC, with offices opening in Upstate, NY, they have completed over 1200 projects nationwide.