Successful industry salespeople must hone this core set of competencies in order to win more projects, says consultant Chad Prinkey. Chad’s article has a focus on the construction industry, but the principles he presents can be applied to any industry. Situational awareness, the ability to notice and translate verbal/non-verbal communication cues, is a must, as […]
Category Archives: Business Development
How does your construction business win work today? If you’re like the hundreds of typical contractors, you’re probably getting on bid lists, bidding work, following up (maybe!) and being awarded projects as the “lowest qualified bidder.” It works, right? Your ability to secure competitive pricing from vendors and subs, and your confidence in operations to […]
This is a good article. although it has a construction contractor focus, the principles can be applied to any industry. “But all this customer cares about is low price!” We hear this line daily as a defense of longheld beliefs that their darned customers just don’t care about value over price. Here’s a new belief […]
Once you know what you want to say to potential clients, decide how best to present it. What’s in a brand? It’s all about the story you tell. A company’s brand story goes beyond the basics of what your firm does. It also illustrates why you do it, how you do it, and the impact […]
Contractors often downplay marketing efforts and instead rely on word-of-mouth connections, but a few simple steps can help find new clients, says a construction branding expert. Your potential clients are inundated with choices, so if your brand lacks a distinctive story, you’ll struggle to stand out. A brand story goes beyond the basics of what […]
A capture manager’s work is a lot like golf. Golfers must consider factors like wind, distance, club selection, and course obstacles as they make their way through a course hole. There are so many swings a golfer must carefully make before they are on the green, lining up the final shot. And then in the […]