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.
“If you build it they will come”
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.