Proposals ≠ Marketing
When talking with construction leaders about their marketing, I hear things like, “We submitted 50 proposals last year.”That’s not marketing because proposals aren’t marketing. They’re a sales…
How Smart Contractors Win Jobs by Elevating Customer ExperienceWhy 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…
Your Basic Quotes Are Working Against You
The False Economy of Basic QuotesMost construction companies operate under a dangerous misconception. They believe clients want the lowest price, so they send out bare-bones quotes: scope and price,…
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 […]
Breaking Free From The Low-Bid Construction Trap
Construction leaders think they must be cheap to win. They’re wrong. After two decades as a fractional CMO for construction companies, I’ve helped dozens of contractors escape the dangerous cycle of competing solely on price. The truth? Low-bid is rarely necessary in the private sector. Even public projects increasingly use best value methodology instead of […]