Competitive Advantage

A contractor’s market strategy is the most highly leveraged decision leadership can make.

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Quote: If you don't have a competitive advantage, don't compete. Jack Welch Retired Chairman and CEO of GE.

Getting this right then executing effectively can easily have a 2X+ positive impact on earnings over the next 5.

  • Identifying market(s) and customers that will be growing over the next 10+ years.  
  • Developing operational capabilities and capacity that adds maximum value to these customers while being difficult, time consuming or costly for competitors to copy.  
  • Building advanced preconstruction services integrated with aggressive business development to identify projects and customers well before anyone else even has a chance.
  • Where possible including operations and maintenance services to the project after the construction phase including special projects and service work. 

General Electric consists of many individual business units each with P&L responsibilities and expected to work together.  Many contractors are structured in a similar way. 

Their management training program teaches people how to run businesses - how to compete.  

“If you don't have a competitive advantage, don't compete.”

Jack Welch; Retired Chairman and CEO of General Electric

What is your competitive advantage today?  

What will your competitive advantage be tomorrow? 

What are you doing to hold onto your current advantage and prepare for tomorrow?




Business Development Models for Contractors
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.
Off-Boarding: Basic Categorization and Management
Contractors will improve their whole Talent Value Stream (TVS) including planning, recruitment, and retention by being intentional about how they off-board team members.
Levels of Strategic Decisions (The Basics)
There are many "Strategic Possibilities" developed from "Strategic Brainstorming" that must be explored to make choices that will best position a contractor to win over the long-term. These "Strategic Decisions" must be made and integrated at all levels.