Understand Buying Motivations

Getting involved early in the project as it is being developed is one of the best things a contractor can do for profitable growth.

D. Brown Management Profile Picture
Share
Cm at Risk: Understand Buying Motivations. Invoice representing budget for building construction and balance to complete.

“If you are really in the game, you’ve got to understand what’s happening in governments and markets and see a deal before they put it out to bid. If the first time I hear about a big project is when the proposal is on the street, then I don’t have a good win plan.” - Riley P. Bechtel, Chairman of Bechtel Corp 


For a contractor to get involved early at the programming and schematic phases, they need to add value to the process.    

That value starts with understanding the entire budget for developing a project.  

  1. Have great conceptual estimating skills that help all parties see a more complete 5D Model of the project early. 

  2. Have strong operational and value-engineering skills to keep the cost of construction down while still providing value.  

  3. Bonus - having connections that help with other aspects of the development budget.

Understand Buying Motivations
The preferred project delivery method. There is a reason 100 of ENR's Top 400 General Contractors use CMAR as the project delivery method for over 75% of their work. Leverage CMAR as part of your growth strategy....

Understand Buying Motivations
The preferred project delivery method. There is a reason 100 of ENR's Top 400 General Contractors use CMAR as the project delivery method for over 75% of their work. Leverage CMAR as part of your growth strategy....

Succession and the 2024 Olympics as an Example
Succession in any job role should be looked at like the USA Team in the Mixed 4x400 Relay Race at the 2024 Olympics. This is especially true for ownership transitions for construction contractors. Learn more about this 4-step process.
Business Model Basics for Contractors
A contractor's strategic choices along with the supporting management systems and organizational structure must fit into a viable business model. A business model IS NOT a business plan.
Mental Models and Building Strong Businesses
The best builders develop a complex 5D mental model of the project, keeping it constantly updated. Through thousands of interactions with hundreds of people over years they “nudge” the project from concept through construction completion.