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.

CM at Risk
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....

CM at Risk
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....

Two Restaurants on Saturday Night
Leaders of construction companies have to make many decisions with less than perfect information. Many times we are looking for perfectly formatted data in some sort of a report but there are indicators all over the place.
Problem-Resolution Cost Pyramid - Earlier is Always Better
An easy way to visualize the cost of problem resolution at different stages of construction is with this pyramid. The cost of the problem is the cost of the problem (1X). Finding it ahead of time minimizes the costs and maximizes customer satisfaction.
Incentive Compensation for Contractors - Audience Question: Keep Why Top Of Mind?
Incentive programs can be as seemingly small and informal as a handshake from a manager for a job well done up to very large cash compensation.