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




Advanced Preconstruction Services for Profitable Growth
Preconstruction IS NOT estimating re-branded. Leverage 360 degrees of perspective to improve your preconstruction services with our 7-phase program tailored specifically for your business and market.
Discipline Vs. Motivation
Leadership requires a balance between motivation and discipline. These are two very different things and if you are relying on motivation to keep you going it is likely that you will come up short on long-term goals.
Integrating Metrics and Organizational Structure
Having a high-level scoreboard for a contractor is just the beginning. The much more valuable part is breaking these high-level scores down into specific and prioritized metrics at each level within each functional area of the organization.