Selling an Efficient Project

Doubling the pretax net margin for contractors requires both effective selling AND operational excellence.

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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.  

Leadership Tools: Building a project efficiently or Selling an efficient project. Book: Mastering the Complex Sale by Jeff Thull

MOVIE

“If you build it they will come”

Field of Dreams (1989 Movie)

REALITY  

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.  


Schedule a call with us to learn more about building effective business development and advanced preconstruction capabilities for contractors




Shifting Locus of Control
Technical skills stand on a foundation of behaviors that ultimately determine how effectively those skills are applied. Accelerating behaviors include:
How Do You Prioritize?
This customer-first; projects-first focus is great in the earlier stages of development but starts to impact sustainable growth over time.
Our Promises
We love the construction industry. We believe in aggressive business and talent development balanced with conservative operations and financial management. We make six promises to the industry, to our clients, to each other, and to ourselves: