It happened again. Someone I met is a “competitor” so at first, my guard is up. Then after talking to them for a few minutes or doing my research on them, I see a clear line between us. We’re actually different and looking for different clients. Sometimes we have the same type of clients, but...
[Read More]First off, this isn’t low bid. Price does matter, but having the low price is not the deciding factor. Anyone off the street can win a low-bid project; it takes a good company to win best value project. Your first job is to complete the proposal the way they asked. You can’t skip sections unless...
[Read More]Last week after I presented at SMPS Build Business, I was asked why The Brand Constructors do so many articles, presentations, and even blog. Its really not that complicated; here are the two main reasons we do it: 1) Educate Our Clients & Prospects – We know a more educated prospect will choose to work...
[Read More]Your company does not compete against itself in a vacuum, so why do you market yourself as if you have no competitors? When I review company’s marketing materials, many times it is the same boring “On Time, On Budget” nonsense. If you were the only construction company out there, this would be commendable. Since you’re...
[Read More]The past few years, I’ve seen a shift locally with construction companies hiring marketing people for the first time. In the past, these companies had done good work, maintained relationships, and been profitable. The market has changed and the recession has made everyone work harder, which isn’t necessarily a bad thing. Although some desperate companies...
[Read More]Lately I’ve had a lot of discussions about proposal design with clients, prospects, and my team. Yesterday, Matt Handal (who has a great blog about marketing, proposals, and business development in the A/E/C industry) wrote a post entitled “The Purpose of Graphics and Images in a Proposal…It’s Not What You Think.“ Images are an amazing...
[Read More]About this time last year Carol Hagen with Hagen Business wrote a great post listing the Top 30 LinkedIn Groups for Construction Business Development. I wanted to make this list available to our readers (by writing about it & linking to it), add a few of our favorites, and provide links to each of them. A/E/C Industry...
[Read More]As I mentioned last week, I attended SMPS’ The Basics of Business Development here in New Orleans. Last week I shared a graphic from the class about business development’s involvement through the client (see post). The course offered another great graphic that represents the client sales cycle and is especially helpful with non-marketers and business developers. Most people...
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