CMAR - Strategic Market Choices and a 3-Part Approach
D. Brown Management
October 7, 2023
Being truly competitive (or not having to compete at all) with the Construction Manager at Risk (CMAR) project delivery method requires advanced business development and preconstruction capabilities.
business development CMAR market strategy preconstruction
Definition - Business Development (BizDev)
D. Brown Management
September 10, 2023
The process of creating new business opportunities through targeted networking, education, and awareness-building activities.
business development definitions market strategy
Strategic Market Experiments
D. Brown Management
August 20, 2023
A growing contractor must systematically allocate 10-20% of their resources, including talent and capital to Strategic Market Experiments that have a probability of growing into a major market and becoming a "Strategic Choice."
market strategy
The ABCs of Strategic Market Choices
D. Brown Management
August 20, 2023
Strategic Market Choices for where a contractor chooses to play must be balanced between diverse enough, large enough, and focused enough. These are the highest-leveraged decisions that leaders of construction businesses make.
market strategy
Opportunity Evaluation (2 Critical Dimensions)
D. Brown Management
August 20, 2023
Your strategic decisions show up most vividly in the opportunities you choose to pursue. Disciplined and aggressive business development will ensure a strong pipeline of opportunities. Choosing what to pursue requires balancing two critical dimensions.
business development business management market strategy Organizational Development
Opportunity Pipeline Target Size: The Basic Math
D. Brown Management
August 13, 2023
The biggest leading indicator for performance of a contractor is the size, quality, and trajectory of their opportunity pipeline. There are lots of nuances and complexity to evaluating your pipeline, but it all starts with the principles and basic math.
business development business management market strategy
The Truth About Business Development
D. Brown Management
May 16, 2020
There are way more potential customers than you think, and most don't even know who you are. That's your biggest challenge and your biggest opportunity.
business development market strategy preconstruction
Creating Value
D. Brown Management
April 11, 2020
Know the difference between creating real value versus creating transactional value. Creating wealth and not just re-allocating it is the path to sustainable growth. Understand the differences and how to incorporate them into your strategy and planning.
business development business management market strategy
Different Stages of Market Growth and the Types of People Required
D. Brown Management
February 1, 2020
Every contractor will experience different stages of growth as a company and within the markets they are competing in. Understanding the different types of people required at each stage will help the contractor navigate them smoother.
leadership market strategy sustainable growth talent talent development
Change Management Foundation
D. Brown Management
April 5, 2019
There are four foundational items that support great change management. Without these in place, you will never get the value out of streamlining the process.
communication contract management estimating market strategy negotiating opportunity selection preconstruction