Selling an Efficient Project

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

D. Brown Management Profile Picture
D. Brown Management
April 16, 2018 2 minute read
Share

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

Executive Toughness and Focusing on Process
When leading any team to victory, you can’t underestimate the value of strategy or that burning desire to win built deeply within yourself and everyone else on the team. They only represent a small part of what it takes to win consistently.
Related Article
Responsibility Assignment Matrix (RAM) and Contractor Growth
A responsibility matrix is a simple but powerful tool for helping everyone on a project and in the company see who is responsible for what. With a few added columns, it can easily indicate when, what tools, and link to the "how-to" procedures.
Related Article
Production Tracking - Don't Be a Dry Monkey
Put a few monkeys in a cage with a ladder that has bananas on top. One monkey immediately goes for the bananas. Cold water sprays on the others. Don't let anyone on your team be a dry monkey when it comes to production tracking or schedule management.
Related Article