For a growing construction company, business development efforts typically fall on the owner. They have the connections, relationships and contacts that drive the sales engine of their company. They develop the sales strategy, manage, and develop client relationships, and identify and maximize future business opportunities. They negotiate the deals, meet with the clients, and may even do all the estimating. It is certainly one of the most important roles in the organization.
If all goes well, the company may outgrow the owner’s ability to manage the business development efforts single-handedly, or the owner may choose to focus on other areas of their operation. When this happens, it is time to consider hiring a business development professional to take over this critical role.
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