# Call Brief: BKH Group
**Prepared:** 22 Feb 2026 | **Call Window:** Mon-Fri 7:30-9:00 AM or 12:00-1:00 PM

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## Lead Snapshot
| Field | Detail |
|-------|--------|
| **Company** | BKH Group |
| **Decision Maker** | Brett Sonemann (CEO/General Manager) |
| **DM Phone** | +61 2 9761 8700 |
| **Office Phone** | +61 2 9671 8700 |
| **Email** | contact@bkhgroup.com.au |
| **Secondary Contact** | Jani (jani@bkhgroup.com.au) |
| **Website** | bkhgroup.com.au |
| **Status** | Warm |
| **Lead ID** | d3f34ea8-59ba-48b8-954f-b32e3f7bfb95 |

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## Company Profile
- **What they do:** Formwork, concrete placement, scaffolding, jumpform systems — tier one construction market
- **Size:** Large — big workforce across multiple trades, fleet of concrete pumps, mobile equipment
- **Locations:** Sydney + regional NSW, Brisbane, Auckland
- **Notable projects:** R1 Tower at One Sydney Harbour (Barangaroo), Indi Sydney (39-level tower connected to Sydney Metro Gadigal Station), work with CPB Contractors
- **Key differentiator:** Integrated structural packages — one point of contact for formwork, concrete, scaffold, jumpform design
- **Hiring:** Active on Seek — training/development, diverse high-profile projects, listed as expanding

## Why They're a Fit
- ✅ Right trades: formwork, concreting, steel fixing, scaffolding — our core
- ✅ Sydney-based with large workforce — regular hiring volume
- ✅ Tier 1 projects = constant worker demand
- ✅ Already hiring on Seek — spending money to find workers
- ⚠️ **Challenge:** They're a big operation — may already have established recruitment channels or in-house HR

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## What to Say

### Opening (30 seconds)
> "G'day Brett, Susan here from RateRight. I know you're running big crews across Sydney — I'll keep this quick. We've built a platform that connects contractors like BKH directly with tradies. No agency markup, $50 flat per hire. Saw you've got some roles up on Seek — just wanted to see if there's a better way we can help."

### Key Talking Points
1. **The cost comparison:** "What are you paying per placement through agencies right now? Most tier 1 subbies tell us $3,000-$5,000+ per head through labour hire. We charge $50. Total."
2. **The scale angle:** "With the size of your crews, even switching 10% of your hires to us would save you tens of thousands a year."
3. **The quality angle:** "Workers on our platform have ratings — you can see their track record before you book them. No more unknown quantities from agency pools."
4. **The speed angle:** "Same-day matching. Post a job, get responses from verified tradies in your area."

### Discovery Questions (Pick 2-3)
1. "How are you currently sourcing your formwork carpenters and steel fixers — mostly agencies, word of mouth, or Seek?"
2. "What's your biggest headache with labour hire right now — cost, reliability, or just getting blokes fast enough?"
3. "Do you have a rough idea what you spend annually on recruitment/agency fees?"
4. "If you could change one thing about how you find workers, what would it be?"

### Likely Objections & Responses
| Objection | Response |
|-----------|----------|
| "We already have relationships with agencies" | "Fair enough — most of our contractors still use agencies for some hires. RateRight's not about replacing everything overnight. It's about having another option that costs $50 instead of $4,000. Try us on your next role and see." |
| "We're too big for a startup platform" | "That's actually why it works — you've got the volume. Even a handful of hires through us saves real money. And we're not asking you to change your systems — just try posting one job." |
| "How do I know the workers are any good?" | "Every worker on the platform has a rating and work history. You can see their trade qualifications, site experience. And you're dealing direct — no agency middleman deciding who shows up." |
| "We handle recruitment in-house" | "Smart. This complements that — think of us as another channel. When you need someone fast or want to test the market, $50 to post and match beats what Seek charges." |

### What We Need From Them
- [ ] Confirmation they hire externally (not 100% in-house)
- [ ] Sense of hiring volume (how many tradies per month/quarter)
- [ ] Current cost per hire (even ballpark)
- [ ] Agreement to a 5-minute demo or to post one trial job
- [ ] Best contact method going forward (Brett direct, or Jani for ops?)

### Close
> **Primary:** "Look, I'm not asking for a commitment. Just post one job — it's free to post, $50 when you hire. If it doesn't work, you've lost nothing. Can I set you up?"
> **Fallback:** "No worries if now's not the right time. Can I send you a one-pager to your email? When you've got a role to fill, you'll have it handy."

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## Tone Notes
- Brett runs a serious tier 1 operation. Be professional but not corporate.
- He'll respect someone who knows the trades. Use "formwork carpenters," not "workers." Say "steel fixers," not "staff."
- Don't oversell. The numbers do the work.
- He's probably time-poor. Respect that — aim for 5 minutes max.