Selling an Efficient Project

Doubling the pretax net margin for contractors requires both effective selling AND operational excellence.

D. Brown Management Profile Picture
Share

The majority of people in construction contracting businesses are operationally focused on building the work.  That is the value-add that a contractor provides and must never be lost. Over time this relentless focus on operational excellence will build capabilities and capacity beyond what the competition offers.  

Leadership Tools: Building a project efficiently or Selling an efficient project. Book: Mastering the Complex Sale by Jeff Thull

MOVIE

“If you build it they will come”

Field of Dreams (1989 Movie)

REALITY  

If you don’t sell it effectively you will NEVER unlock the full value you have created.  

Selling is not just for owners, executives and business developers.  Everyone who comes in contact with the customer must always be highlighting the value-add that the company brings.  Every change order or value-engineering proposal is a sale.  

Mastering the Complex Sale provides a framework that resonates with operational people because it is centered around leveraging the technical expertise of the organization to solve customer problems.  


Schedule a call with us to learn more about building effective business development and advanced preconstruction capabilities for contractors




Unicorns and the Growing Contractor
If you are having consistent difficulty finding the right person for a role, you may be looking for a unicorn. Requiring unicorns to grow is a bad plan. If you do find a unicorn, just ask them where the pot of gold is and forget about construction!
Muhammad Ali - Pebble in the Shoe
Construction contracting is largely a game of operational excellence. Between the massive changes going on in the industry and daily operations it is easy for leaders and their teams to overlook the small opportunities for improvement every day.
Change Management Foundation
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.