AltCMO’s own Perryn Olson recently joined John Tyreman on the Breaking BizDev podcast to discuss what’s broken with business development in the construction industry. You can watch the full episode here: Breaking BizDev – Perryn Olson.
In the conversation, Perryn tackled some of the biggest challenges contractors face when it comes to winning the right work:
- “We’ll figure it out” mentality – Contractors are problem-solvers by nature, but forcing bad-fit projects to work in the field rarely creates successful client relationships.
- The trap of taking any project – Without focus, firms end up chasing low-bid work and competing on price instead of value.
- The role of operations in defining the Ideal Client Profile (ICP) – Perryn emphasized that your ICP can’t just be a marketing or sales exercise. Operations leaders must be involved to ensure projects align with your team’s strengths and deliver long-term success.
- From rainmaker founder to doer-seller model – Many construction firms struggle with institutionalizing business development. Perryn shared insights on how to transition beyond a single rainmaker to a scalable sales culture.
This episode is a must-listen for construction executives seeking to build stronger client relationships, stop competing solely on price, and establish a sustainable growth model.
Watch the full conversation: Breaking BizDev – Perryn Olson.