Rockstars, M&M's, Safety, and Contractor Growth
D. Brown Management
December 10, 2023
As projects and contractors grow in size and complexity, it is impossible for leaders to be everywhere and see everything, yet they are 100% accountable for the outcomes. Leverage simple indicators like a rockstar to quickly identify areas of concern.
business management
Building the 1000X Contractor
D. Brown Management
November 12, 2023
The craft is the foundation of the construction industry - installation delivers final value for the project owner. Aligning craft talent to build a project is difficult. Building a contracting business that consistently delivers projects is 10X harder.
business management strategy
Talent Value Stream (TVS): The Basics
D. Brown Management
October 29, 2023
The business of building is largely about aligning projects and people. The Talent Value Stream (TVS) ensures talent will never be a constraint to your growth.
business planning Talent Value Stream (TVS)
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
Who Holds What Risks in CMAR Project Delivery?
D. Brown Management
October 8, 2023
Construction is risky for all parties. Effective contracting for construction work is about assigning risks to those who are most capable of mitigating those risks. Compensation for the risks assumed must be appropriate.
CMAR project deliver risk
CMAR - Strategic Market Choices and a 3-Part Approach
D. Brown Management
October 7, 2023
Being truly competitive (or not having to compete at all) with the Construction Manager at Risk (CMAR) project delivery method requires advanced business development and preconstruction capabilities.
business development CMAR market strategy preconstruction
Enabling Hierarchies are Critical for Success
D. Brown Management
September 17, 2023
Just about everything in life and business have hierarchies including people, principles, policies, strategies, plans, processes, and projects. These must evolve with growth and changing conditions while avoiding stifling levels of controls and ego.
business management Organizational Development OrgDev succession