Deciding whether to specialize or generalize poses an existential dilemma for electrical contractors. But as the world grows more complex, providing a special service or focusing on specific areas of business can be advantageous. 

According to Forbes, the first step toward success is to “identify a high value service you can provide and a most responsive target audience, then align your operation to delivering excellence in this area.”

Key strategies include assessing opportunities and competition, planning and training, investing in the right equipment, hiring the correct personnel and building awareness and connections that can lead to new opportunities.

Deciding to specialize

Bart Curtin, CEO and founder of High Voltage Electric Testing and Maintenance Inc., Wasco, Ill., decided to specialize in high­-voltage testing after recognizing an opportunity that came with being in the right place at the right time.

A lineworker with IBEW 9, he moved his family to St. Charles, Ill., and worked for the municipality before forming his company in 1977. He soon learned of a St. Charles-based contractor that performed high-potential testing. 

“The gentleman was hurt; actually, he lost his hands,” said Curtin’s daughter Carrie Liberio, who now serves as COO for High Voltage. “The man reached out to my dad to let him know he was selling his equipment. My dad purchased it.”

In just a few short years, Curtin built a reputation as a skilled high-voltage contractor. 

“My dad grew his business by promoting the value of regular maintenance and testing, which back then was a new concept,” Liberio said. “He knew this was important because it could save companies thousands of dollars in repairs and costs associated with downtime.” 

Serving customers within three hours of Chicago, the company’s fluorescent green service vans became regular fixtures on several corporate campuses as well as the grounds of two national labs, Argonne and Fermi. High Voltage serves many of the same customers today.

“We were never a large company. We actually chose not to be, but we’ve always done well in this niche, and we’re doing well especially now with data centers that need power generation,” Liberio said. She worked for the family business in the 1990s and early 2000s, then took the helm in 2018. 

Curtin’s and Liberio’s eagerness to network with other electrical contractors to obtain leads for high-voltage work enabled the company to thrive. One of those comrades in business is Hartmann Electric Co. Inc., Elk Grove Village, Ill.

The two contractors recently wrapped up a three-year project that included replacing a substation at a Keurig/Dr Pepper/Snapple distribution facility in Northlake, Ill.

Choosing to generalize

Unlike High Voltage, Hartmann Electric operates with a broader focus. 

“It can be cost prohibitive to generalize and to maintain certifications, equipment, training and credentials required to perform every aspect of electrical work,” said John Hartmann, executive vice president of Hartmann Electric. “Because of that, companies must carefully evaluate the volume and type of work they plan to pursue when determining where to invest their resources and expertise.”

Having consistently performed work at O’Hare International and Midway airports since the early 1990s, Hartmann Electric focuses mainly on aviation and commercial industrial work. The company’s approach yields an experienced workforce and an ability to assemble high-performing teams. 

In doing this, Hartmann Electric works with numerous specialty contractors, including some outside of the electrical field. 

“Most customers prefer a turnkey option and want to avoid having to manage multiple contractors,” Hartmann said. “To offer all-in-one solutions, we streamline projects and improve coordination. The results are mutually beneficial to our customers and ourselves.”

Whether a contractor provides a special service or focuses on a specific business segment, Hartmann recommends building strong industry relationships. 

“You can learn a lot about a company from other contractors,” he said. “When you get referrals from other contractors, these hold weight.

“Building a network of trusted partners and subcontractors opens many new ways to expand and grow” Hartmann said. “Maintaining a special focus also provides significant advantages—whether you operate as a niche contractor or choose to concentrate on a specific market or industry segment.”

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