Progressive Levels of Business Development
D. Brown Management
September 10, 2023
The most important first step for a contractor is to find a customer who will pay for a project. With continued growth, the process of business development becomes progressively more complex including how it is integrated with strategy and operations.
business development
Definition - Discipline
D. Brown Management
September 10, 2023
Consistently Doing what needs to be done even when you don’t want to do it. Motivation is doing what needs to be done when you want to do it – related to desire.
Definitions Organizational Development recruiting talent development Talent Value Stream (TVS)
5-Step Foreman Coaching Outline
D. Brown Management
September 10, 2023
Accelerating the development of foremen is one of the most critical things a contractor can do to improve project outcomes and mitigate the craft labor shortage. This 5-step outline will form the foundation of a great coaching program.
field productivity foreman training Organizational Development talent development Talent Value Stream (TVS)
Resource - Gottman and the Science of Relationships
D. Brown Management
September 3, 2023
There will never be a more intimate relationship than between life partners. Relationships at the executive level, including business partners, have many similarities. The Gottman's have spent their lives on relationships, trust, and processing conflict.
Organizational Development relationships talent
Management and Leadership (Similarities and Key Differences)
D. Brown Management
September 3, 2023
A growing contractor requires both great leadership (right direction) and great management (right actions). The creativity required to attract, motivate, develop, and retain people are where management and leadership intersect.
leadership management
Resource - The First 90 Days (Navigating Job Role Transitions Effectively)
D. Brown Management
September 3, 2023
Mastering job role transitions is a critical capability for a growing contractor and for individuals. Transitions include promotions, joining a new company, joining a new project team, or same job role but at a different stage of growth.
Management Organizational Development
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."
business development management 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.
business development leadership 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
Talent Funnel - The Macro Viewpoint
D. Brown Management
August 20, 2023
To better cope with some of the talent shortages that growing contractors are facing, it is important to look at talent through a similar lens as we would sales, putting them into a funnel and approximate timelines. We have to start with the big picture.
Organizational Development recruiting strategy succession talent development