When the Approach That Got You Here May Not Be Enough to Get You Where You Want to Go.
Helping established general and specialty contractors make better marketing and business-development decisions.
My approach to marketing and business development has been shaped by more than 35 years working with the construction industry—including experience inside a major general contractor and decades advising general and specialty contractors.
That experience has taught me that the most useful marketing decisions begin with understanding the business, its objectives and the relationships that influence its opportunities.
When I Can Help
Established contractors sometimes reach a point where the relationships, reputation and business-development practices that contributed to their success need to evolve.
That may involve entering new markets, pursuing different clients, strengthening competitive positioning or developing a more deliberate approach to generating business.
How I Work
I begin by understanding the company and its objectives. From there, I evaluate existing approaches, identify opportunities, establish priorities and develop practical recommendations.
Engagements can range from a focused assessment or strategic project to ongoing advisory support and implementation oversight.
Perspectives
Over the years, I've developed some observations about how construction companies build relationships, establish credibility, pursue opportunities and adapt to changing business circumstances.
Perspectives is a collection of articles exploring those issues and the role marketing and business development can play in addressing them.
Experience That Informs the Advice
35+ Years
Working in construction-industry marketing and advising businesses.
Both Sides of the Relationship
Experience inside a major general contractor and advising specialty contractors.
My background includes five years managing marketing communications at Clark Construction and more than 30 years owning and managing marketing firms serving construction and other business-to-business clients. Trough that work, I've advised general contractors, electrical contractors and other specialty contractors, gaining experience with the relationships, business-development practices and marketing challenges that shape the construction industry.
I've also worked with organizations throughout the industry, including owners, developers, property managers, architects and engineers. That broad perspective helps me understand the environments in which contractors compete and the factors that influence their marketing and business-development decisions.
Starting a Conversation
If you're considering changes to your marketing or business-development approach, I'd welcome an opportunity to learn more about your business and discuss whether my experience could be useful.