Opportunity Development

Before You Look for More Customers, Look Closer at the Ones You Have. Every construction industry business wants more projects, more sales, and a stronger backlog. Contractors pursue new projects, manufacturers seek new customers, distributors develop new accounts, and service providers work to expand their markets. Companies invest considerable time and money in prospecting, networking, estimating, marketing, and sales to win new business. While these activities are essentia

Churches and nonprofit organizations represent an important market opportunity for construction owner’s representative firms. From sanctuary expansions and facility renovations to new community centers, schools, and administrative buildings, these organizations must make significant capital investment decisions while balancing budgets, mission priorities, and community needs. According to the National Council of Nonprofits, the United States has approximately 1.3 million char

A Disciplined, Client-Centered Framework for Construction Product and Service Companies Construction product and service companies operate in a highly competitive marketplace where relationships, timing, technical knowledge, project visibility, and trust can determine whether an opportunity becomes revenue. For many companies, the challenge is not simply finding more leads. It is identifying the right opportunities early, gaining access to the people who influence project dec

For many construction industry companies, the biggest business development challenge is not finding projects to bid. It is finding the right projects early enough to have a meaningful opportunity to win them. By the time a project is publicly announced or put out for bid, many important decisions may already have been made. The owner may have developed relationships with preferred contractors, architects and engineers may already be involved, budgets may be established, and s

Too many small and mid-sized construction industry companies still learn about project opportunities after the project has been publicly announced or put out for bid. By then, relationships may already be established, specifications may be written, preferred contractors may already be known, and competitors may have been involved for months. The company is left reviewing plans, calling subcontractors and suppliers, spending valuable estimating and sales time, and competing pr