← Adaptive
Adaptive role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
AI agents that handle job costing, AP, billing and WIP for construction companies, working on top of QuickBooks, Foundation or Sage.
Who you'd be calling
Owners, controllers, CFOs and accounting managers at small and mid-size construction contractors (GCs and specialty subs).
Your opener
“Hi Mike, this is Sam from Adaptive. I know I'm calling out of the blue, but I work with contractors who are tired of chasing invoices and building WIP reports by hand. Got 30 seconds to see if that sounds like you?”
Problems you solve for them
- Back-office staff drown in paperwork like invoices, pay apps and job cost reports
- WIP schedules and job costing get done late, by hand, in spreadsheets
- Switching ERPs is painful, so teams stay stuck with clunky tools
Discovery questions to ask
- Who handles AP, billing and job costing today, and how many people touch it?
- How long does it take to close the month and get your WIP report done?
- What are you running now, QuickBooks, Foundation or Sage, and how happy are you with it?
Objections they'll throw at you
“I'm in the middle of a job site, I'm busy.”
→ Totally get it, I'll be quick. Would it be better if I call back tomorrow morning before you head out, say 7:30?
“Not interested.”
→ Fair enough, most contractors I call say that at first. Can I ask just one thing: how much time does your office spend on invoices and job cost each week?
“We already use QuickBooks/Foundation/Sage.”
→ Good news, that's actually who we work with. We sit on top of it, so there's no switch. Would it be worth 15 minutes to see how it takes work off your office team?
“Just send me an email.”
→ Happy to. So I send you something useful, what's the biggest headache in your back office right now?
Interview tips for this company
- Learn basic construction money terms: job costing, WIP (work in progress), AP (accounts payable), pay apps and retainage.
- Talk like you respect contractors' time: short sentences, no buzzwords, and stress 'no ERP migration needed'.
Written from public information about Adaptive to help you practice. Ask an insider what their role play looked like; it's the best prep there is.