Stop Waiting for the Market Pick Up
You think the tight market is your growth problem. Wrong.The problem is what you built when work was easy. When projects flowed and clients signed anything, you learned to chase volume instead of…
Position Your Company as the Next Man Up
Most sales teams waste time on the wrong prospects. They chase people who are perfectly happy with their current provider. They push for meetings. They send proposals. They follow up…
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 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 […]