Business Developer (and Management) Hurdles
D. Brown Management
April 13, 2025
Finding a customer that will pay you is the first thing a contractor does. Scaling the business development function with growth is one of the most challenging things a contractor must do for sustainability and succession.
business development growth
Relationship Tiers and Impact on Outcomes
D. Brown Management
December 8, 2024
Relationships form the foundation of every construction business, from customers to key vendors and subcontractors. While all relationships are valuable, their value varies and must be managed accordingly—a task that becomes more complex with growth.
business development management
Market Share and Margins (Economic Theory and Practice)
D. Brown Management
September 8, 2024
When evaluating or deciding on a market strategy, it is helpful for contractors to understand some economic theories and real-world examples of how margins and market share relate to each other.
business development business planning strategy
Project Value Stream (PVS) - The Extended View
D. Brown Management
June 2, 2024
The degree to which contractors understand and fully integrate their Project Value Stream (PVS) internally and externally determines their ability to grow sustainably and profitably.
business development business management strategy
Competition - What Do You Really Know?
D. Brown Management
June 2, 2024
Contractors typically pay too much or too little attention to their competition. The best contractors strike the right balance spending most of their time focused on customers while being deliberate in knowing their competition.
business development business management business planning strategy
The Process of Winning CMAR Projects
Ed Prendergast
January 28, 2024
Everything you do is a process to be managed rigorously. Winning CM @ Risk projects is no different.
business development business management CMAR
Business Development Models for Contractors
D. Brown Management
October 23, 2023
There are two primary models that contractors use for developing business. Often the best approach for sustainable growth is integrating the "Seller-Doer" and "Business Developer" models.
business development
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