Procurement

The AGC Business Development (BD) Forum brings together Business Development professionals in one place, for one purpose: to advance the Business Development function in the construction industry. We create business opportunities by sharing the latest techniques and tools of Business Development; follow and report on trends in the construction market; and connect a network of professionals invested in building better businesses. In addition to BD and Marketing professionals, the Forum’s members include Construction Executives, Operations and Pre-construction professionals, from General Contractors and Specialty Contractors, nationwide.

“It used to take me 45 minutes to prepare for my meeting, now it takes me five!”

“You’re getting rid of a spreadsheet? Revolutionary!”

Since going live with our new customer relationship management (CRM) system, our firm recognizes that comments like these are our reward for a job well done. Like many A/E/C firms, we had a CRM system, but after 20 years, the data had become unreliable and the system was considered a necessary evil by the few who continued to use it. When we decided to transition from our legacy CRM system to something new, we had more questions than answers. Here is how we set out to answer those questions.

If you receive a request for proposal that includes a long list of requirements, it may be an indication that you're not the prospect's vendor of choice. Other red flags include a limited response window and lack of access to the prospect company's decision-makers, writes John Boyens.

Clients’ needs and expectations relative to the services provided by their design and construction partners are evolving. Savvy clients have increased their demand for turnkey services and a higher level of detailed information far earlier in the project planning process. Beyond programming, owners are looking to understand milestone dates, disruption of ongoing operations, and a firm cost for the project, all earlier than this information is typically provided.