I’ve actually been asked this exact question. When I was building my company, I bid a sizable project for a big general contractor here in the Valley. There were three electrical contractors bidding, and all three bids came in within a couple thousand dollars of each other. The other two companies each had over 60 employees and had already done work for this GC. I had about 16 people in the field and had never worked for him. I was the little guy in the room, and he already knew what he could expect from my competition. He asked me, “Why should I choose you?” At that point, I was mostly in the office bidding, finding work, and doing job walks. But I told him: “If we start falling behind, I’ll personally put my tool bags back on and get out there with my crew to make sure your job gets done on time. I’m the owner, and I’ll be out there turning the screws myself if that’s what it takes.” He gave me the job. Later, he told me that answer was what made him choose me. We delivered on that project, and it turned into several more jobs with him. For me, the difference was personal accountability. He needed the confidence that I would back my commitment with my own time, effort, and sweat. Then I had to follow through and earn the next job.