The Sales Funnel (Scope and Key Roles Involved)
D. Brown Management
October 23, 2023
Each stage of the sales funnel requires different work to be completed and involvement from different key job roles. These evolve over time with growth and changing markets.
business development
Winning Projects - The Early, Middle, and Late Game
Ed Prendergast
October 22, 2023
Successfully winning projects starts with knowing all phases of the game. All contractors participate in the "Late Game." Playing the "Early Game" effectively positions contractors to win more frequently, with better pricing, and better terms.
business development CMAR
Winning Projects - The Funnel
D. Brown Management
October 22, 2023
Winning projects in construction is a process that evolves with growth. The process can be managed as rigorously as any other part of operations if you have clearly defined stages from networking through leads, opportunities, sales strategy, and proposal.
business development
Who Holds What Risks in CMAR Project Delivery?
D. Brown Management
October 8, 2023
Construction is risky for all parties. Effective contracting for construction work is about assigning risks to those who are most capable of mitigating those risks. Compensation for the risks assumed must be appropriate.
CMAR project deliver risk
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
Enabling Hierarchies are Critical for Success
D. Brown Management
September 17, 2023
Just about everything in life and business have hierarchies including people, principles, policies, strategies, plans, processes, and projects. These must evolve with growth and changing conditions while avoiding stifling levels of controls and ego.
business management Organizational Development OrgDev succession
Purchasing Impact on Construction Contractors
D. Brown Management
September 17, 2023
Productivity depends on having the right materials at the right time and for the right price. The impact of a contractor's purchasing systems, both good and bad, is compounded by supply chain problems.
procurement purchasing
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
Definition - Development (Talent)
D. Brown Management
September 10, 2023
Longer-term refinement of someone’s current capabilities Towards Mastery while preparing them for future roles and the ideal Career Path for them.
definitions Organizational Development Talent
Definition - Training
D. Brown Management
September 10, 2023
The process of Increasing the knowledge and skills of someone, typically shorter-term and in the context of being able to perform in their current role at a competency level that meets standards.
definitions Organizational Development talent development Talent Value Stream (TVS)