Selling an Efficient Project

Doubling the pretax net margin for contractors requires both effective selling AND operational excellence.

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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




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Change Tracking Log & Management
Great change management starts with a good tracking system. The far more important part of change management is the rigorous review process at least 2X monthly with your PMs that will limit your risk, increase your opportunities, and train your team.
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There is a lot of work in building projects and building a construction company. It is easy to get mired down in endless to-do lists, processes and problems. The one thing that holds this all together accelerating performance is the company’s vision.