Why I Refuse to Compete on Price Alone
I regularly watch construction companies destroy themselves trying to guess what their competitors will bid so they can undercut them.They spend hours obsessing over someone else’s numbers while…
Why Your Best Work Isn’t Winning You New Work
You’ve built exceptional projects. Your clients are satisfied. Your craftsmanship is solid.Yet you’re losing bids to competitors who don’t match your quality.The problem isn’t your work, it’s your…
Why Business Development Fails Before It Starts
I watch companies hire business developers like they’re buying lottery tickets.They find someone with a good resume, hand them business cards, and expect results in six months. What they get instead…
Why Smart Contractors Prioritize Customer Experience Over Price CutsWhy Smart Contractors Elevate the Customer Experience Instead of Dropping Their Prices
I’ve had several conversations with trade contractors lately about their desire to enhance the customer experience, elevate themselves above low-bid competitors, and communicate more…
Why Marketing Directors Hit an Invisible Ceiling – Marketing’s Career Ladder
A marketing manager recently asked me how the marketing director role differs from her current position. She understood the surface-level differences. Directors create strategy. Managers execute plans. Directors also mentor teams. But she missed the real distinction. The one that determines who advances and who stays stuck. After working as a fractional CMO with construction […]
Specialized Fractional CMOs Outperform Generalists
The adoption of fractional CMOs has surged by over 60% in the past five years, and for good reason. Companies that engage them see results. According to research from MogXP, organizations that utilized fractional CMOs reported an average revenue growth rate of 29%, compared to 19% for those without one. Over the past decade, the […]
The Simplest Construction Go/No Go
I developed this simple Go/No Go framework years ago when an engineer on my team emailed me in a panic. He had been struggling with a public RFP response for over two weeks and finally reached out, just 48 hours before the proposal was due. I told him I’d jump in to help, but only […]
How Many Proposals Does It Take to Hit Your Construction Company’s Revenue Goal?
Often, leaders at construction companies have lofty growth goals for the business, aiming to increase revenue by 5%, 10%, or even 25% year over year. But they don’t always stop to consider how much work it will actually take to reach those numbers. That oversight can leave construction marketers, proposal specialists, estimators, and preconstruction teams […]
How Founder-Led Sales Decreases Your Valuation
Your biggest asset might be your biggest liability. As a fractional CMO for construction companies, I’ve watched founders unknowingly slash their business valuation by 3-5x simply by being too central to their sales process. The math is brutal and straightforward. A construction company where the founder drives 60-80% of revenue might sell for 2x EBITDA. […]