Winning New Business Starts in the Field
The pipeline of construction work is strong for many contractors across the country, which makes winning that next job an ongoing project itself. Business development never ceases for industry go-getters, who leverage their people, expertise and reputation to land additional jobs.
“Taking the long-haul approach to sales is what helps construction companies sustain,” asserts Curt Mulder, president of Wolverine Building Group, a general contractor in Grand Rapids, Michigan, with 151 full-time employees. “Establish relationships that might turn into work three to seven years down the road. That’s what will carry you through the tough times.”