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hey y'all jerry work from profit dig here so let's talk about contract negotiations and for the record most of what i'm talking about here i've learned from my partner jeff spencer who is an absolute expert in this area but i've been around jeff and we've talked about this enough that i kind of feel like i have some knowledge to help out here so we we've already talked about the fact that 2021 is going to be a competitive year so you will be if you're out there bidding jobs you will be involved in contract negotiations so let's talk about some strategies uh if you're bidding as a subcontractor to a gc i guess i'm sort of assuming that most people watching this are probably subcontractors if you're a gc this discussion is not quite as relevant but if you're a subcontractor bidding work to a general contractor those negotiations are private that's between you and the gc so the gc could come and say you know i've got four other people bidding on the job and they're lower and this and tha...