I know what some of you are thinking. I’m in construction. Why do I need to worry about clothes? 

There’s a perception that it’s all mud and dirt. But in reality, we are also a client facing industry. Whether that’s on-site where I occasionally find myself or in a more formal business setting.

For anyone who meets clients, prices jobs, attends roundtables, speaks to architects, designers, local authorities, MPs, developers, suppliers or homeowners, the job does not stop at the site gate. We represent our businesses and the wider industry.

And first impressions matter.

If you walk into a room looking like you have rolled out of bed, you are one-nil down before you have even opened your mouth. That may sound blunt, but it is true.

At the National Federation of Builders, we work hard to differentiate our members from the old clichés about construction. How we present ourselves is part of changing that perception.

One day you might be speaking to a major contractor. The next, you might be quoting for a private client’s extension. Either way, you are asking someone to trust you. During the quote or proposal stage, looking smart can set you apart from almost all of your competitors.

And no, this does not mean wearing a suit every day. A good jacket, a proper shirt, a gilet, a polo, trousers that fit — these things make a difference. The point is to build a wardrobe that works for the way you actually live and work.

Full disclosure: Adrian Holdsworth at Volpe Sartoriale in Pimlico is a friend.

I would not describe Adrian simply as a tailor. He is more of a men’s outfitter (he hates this term, which makes him feel like he’s an extra in a Jason Statham movie!). However, the point is he understands tailoring, casual wear, outerwear and how men need to dress for work.

There is a practical point here too. It saves you having to shop. Once someone understands your size, your work, your diary and the way you live, you do not need to waste Saturdays wandering around shops or guessing what goes with what. In theory, you could go twice a year: once for spring and summer, once for autumn and winter.

In my case, I go more often because I enjoy it. But the serious point remains. A good outfitter saves you time, stops you making expensive mistakes and helps you buy things that actually work together. If something is not right for you, Adrian will tell you not to buy it. If he does not have what you need, he will point you somewhere else. It is not about the quick sale. It is about building a relationship over time.

There is also a value argument. People often overpay at both ends of the market. On the high street, you can buy things that look fine for five minutes and then fall apart. At the very top end, you can pay huge mark-ups without always getting the quality or service you imagine you are buying.

After almost 30 years in the business, Adrian has dressed business leaders, politicians and entrepreneurs, and has developed close relationships with some of Italy’s best suppliers, many of them small family-run businesses. That means he can get hold of things you are unlikely to find anywhere else, whether it is shirts, gilets, outerwear or suiting fabrics, at a level of quality and value that is hard to beat.

So yes, it may cost more than you are used to paying on the high street, but I still wear things I bought from him years ago, and they still get compliments. If anything needs adjusting, or your physique changes, he can help with alterations. Buy cheap, buy twice. With quality, you only cry once.

I know one construction business whose sales team made a real effort to look smarter and more professional when visiting clients. They arrived well-presented, showed the plans properly and treated the meeting like it mattered. Their sales success rate went up significantly.

That should not surprise us. Clients want to feel they are in safe hands.

So no, dressing well is not vanity. Whether you are on site, pitching for work, meeting a client or representing your company in a room, look like the professional you are. And if you want help building a wardrobe that works for the way you actually live and work, go and see Adrian at Volpe.
http://volpesartoriale.com/

Richard Beresford, CEO National Federation of Builders