How contractors can stand out in a market full of mergers and acquisitions

RCS Influencer Ashley Pietsch says that for independent contractors, relationships, agility, community, expertise and risk management are the keys to a competitive edge.

If you’ve been paying attention to the roofing industry lately, you’ve probably noticed how much consolidation is happening. Every time you turn around, another company is being bought out or merged into something bigger. It can feel like the giants are taking over. So where does that leave the rest of us? How do independent contractors stay competitive and stand out? 

Here’s the good news: bigger doesn’t always mean better. There are some major advantages that smaller and mid-sized contractors have — if you play to your strengths. 

Lean into relationships 

At the end of the day, roofing is still a relationship business. Homeowners, property managers and business owners want someone they can trust and actually reach when they need help. The personal connection and responsiveness you can provide is something big corporations often struggle with. Don’t underestimate how powerful that is. 

Stay nimble and innovative 

Large companies can get bogged down with layers of approval. You don’t have that problem. You can adopt new technologies, experiment with eco-friendly materials or roll out new services faster. Whether it’s drone inspections, project management apps or offering solar-ready roofing, agility is one of your biggest competitive advantages. 

Get involved in your community 

Big names may have marketing budgets, but they can’t replicate genuine local presence. Sponsoring a youth team, volunteering or even just showing up at community events goes a long way. People notice — and they remember when it’s time to choose a contractor. 

Find your niche 

Instead of being everything to everyone, consider leaning into specialized expertise. Maybe you’re the go-to crew for historic restorations, you’ve mastered complex commercial flat roofs or you’re known for sustainable roofing solutions. When you own a niche, you’re not competing on the same playing field as the large, general-service companies. 

Protect your business 

And here’s a piece that often gets overlooked: protecting what you’ve built. Having the right insurance in place isn’t just about checking a box — it’s about building credibility. Clients feel more confident working with a contractor who’s covered, and it keeps your business strong when the unexpected happens. That’s something we talk about all the time at Integrity Insurance & Bonding Inc. because we see firsthand how much it matters for roofing contractors. 

Bottom line 

The wave of mergers and acquisitions isn’t going to stop. But that doesn’t mean there’s no room for independent contractors. In fact, it’s often the opposite. When you double down on relationships, agility, community, expertise and risk management, you create a competitive edge the big guys can’t touch.