Perryn Olson Talks What’s Wrong with BD in Construciton on the Breaking BizDev Podcast

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.