Welcome to our Resource Page. We believe no market better understands 'subcontracting' than the AEC Industry. Since 2001, we have been a Business Development, Sales and Marketing 'subcontractor' to over 325 companies in the design and contracting space...from Fortune 500 companies to the solopreneur architect.
Our unique history began with construction information, lead generation, data management and market research. Our processes have evolved with each new client engagement, always learning something new and applying it to the next. We believe that, apart from hiring a full-time, six figure plus, business development employee, we can create well-defined, efficient and effective processes that can be done with current staffing to help you
Build New Business.
Take a look around and let us know if you have any questions.
Welcome to our Resource Page. We believe no market better understands 'subcontracting' than the AEC Industry. Since 2001, we have been a Business Development, Sales and Marketing 'subcontractor' to over 340 companies in the design and contracting space...from Fortune 500 companies to the solopreneur.
Our unique history began with construction information, lead generation, data management and market research. Our processes have evolved with each new client engagement, always learning something new and applying it to the next. We believe that, apart from hiring a full-time, six figure plus, business development employee,
we can create well-defined, efficient and effective processes that can be done with current staffing to help you
Build New Business.
Bobby Darnell budgets four hours per week for no-obligation, 'let's just talk shop' calls. (Go to 'Contact' page) Take a look around and let us know if you have any questions.
Building New Business 2.0 – General Contractors
What exactly is an ‘Interactive Business Development Solution’?
It is our proven program where we work with your team to overhaul
your current Business Development and Marketing processes. General
Contractors are at the top of this list because we believe they have the
widest range of prospects. Owners, developers, design firms are typically
all candidates for future clients.
Learn more...
Building New Business 2.0 – General Contractors
What exactly is an ‘Interactive Business Development Solution’? It is our proven program where we work with your team to overhaul your current Business Development and Marketing processes. General Contractors are at the top of this list because we believe they have the widest range of prospects. Owners, developers, design firms are typically all candidates for future clients.
Obviously, each company is different, so we start with a full audit of current practices. We review over 90 check points to determine areas of opportunity. After that, we create a plan to greatly excel every aspect of your current business development efforts. As a Commercial General Contractor the need to stand apart from your competition is important. This program puts the emphasis on proactive prospecting, leveraging your data, account and pipeline management, targeted lead generation and shortening the line between today and your next new client.
This is a three-to-six-month process where we do a complete renovation of current practices. We keep what is working and install processes to correct those that don't.
We are confident that in the first two weeks, you will see, embrace and approve of the direction we are moving or you walk away and owe us nothing.
Learn more...
Building New Business 2.0 – Specialty Contractors
What exactly is an ‘Interactive Business Development Solution’?
It is our proven program where we work with your team to overhaul
your current Business Development and Marketing processes. With
our specialty contractor clients, we have always said, "In construction,
it is easy to get someone to take your price. However, our goal is
signed contracts, not estimating practice.
Learn more...
Building New Business 2.0 – Design Firms
What exactly is an ‘Interactive Business Development Solution’?
It is our proven program where we work with your team to overhaul
your current Business Development and Marketing processes. We
believe our design firm clients have an advantage over contractors
when it comes to prospecting as they are selling originality. Their
disadvantage is, a good part of the time, they need to find out about
an opportunity while it is still an idea in someone's head.
Building New Business 2.0 – Specialty Contractors
What exactly is an ‘Interactive Business Development Solution’? It is our proven program where we work with your team to overhaul your current Business Development and Marketing processes. With our specialty contractor clients, we have always said, "In construction, it is easy to get someone to take your price. However, our goal is signed contracts, not estimating practice.'
Obviously, each company is different, so we start with a full audit of current practices. We review over 90 check points to determine areas of opportunity. After that, we create a plan to greatly excel every aspect of your current business development efforts. We focus on targeted prospecting, managing your data (pipeline) account management, market positioning and shortening the line between today and your next new client. We also focus on branding, posturing and market placement which is most important when there are, in all likelihood, dozens of other companies offering the same service you provide.
This is a three-to-six-month process where we do a complete renovation of current practices. We keep what is working and install processes to correct those that don't.
We are confident that in the first two weeks, you will see, embrace and approve of the direction we are moving or you walk away and owe us nothing.
Learn more...
Building New Business 2.0 – Design Firms
What exactly is an ‘Interactive Business Development Solution’? It is our proven program where we work with your team to overhaul your current Business Development and Marketing processes. We believe our design firm clients have an advantage over contractors when it comes to prospecting as they are selling originality. Their disadvantage is, a good part of the time, they need to find out about an opportunity while it is still an idea in someone's head.
Obviously, each company is different, so we start with a full audit of current practices. We review over 90 check points to determine areas of opportunity. After that, we create a plan to greatly excel every aspect of your current business development efforts. In all our years of Business Development consulting with Design Firms, we have yet to meet an architect or engineer who started their own business because they wanted to be in sales.
This is a three-to-six-month process where we do a complete renovation of current practices. We keep what is working and install processes to correct those that don't.
We are confident that in the first two weeks, you will see, embrace and approve of the direction we are moving or you walk away and owe us nothing.
Learn more...
Business Development Consultant
This program is for those with a clear Business Development background in the AEC environment, looking to have their own business. We work with you to shape your new consultancy, share with you the plans and processes we began back in 2001 and have been using ever since. Be it retainer based, project based or contingency, we have done them all with proven success.
We share everything you need to land your first client and are with you each step of the way thereafter as you create your own business as a 'Construction Market Consultant'™ If you are 'in between your last role and your next, it may be time to consider leveraging your experience, positioning yourself as a solution for entities in the AEC marketplace to help them build new business.
The AEC industry is a wonderful market for a solution provider helping companies with Business Development, Sales, Marketing, Prospecting, CRM, Data Management, Branding, Presentation, Proposals and more.
Business Development & Marketing Audit
This is step one in our Building New Business 2.0 program. However, many inquiring firms never engage in the program as they are well established in their marketing efforts, have full-time staff for business development and support roles. Still, they find it helpful to challenge their current practices, see how they compare to others in their industry. In the audit, we present 90+ challenges based on over 20 years of working with commercial design firms, general contractors and specialty contractors. The end result identifies areas of opportunity that are typically easy to address.
There are three options:
(1) Self Performing
(2) Self Performing With Review
(3) Self Performing With Review And Summary Plan
Finder's Fee Template
You receive an actual copy of our Finder's Fee program which explains how and what we pay for unique introductions that lead to closing a deal. In the name of full-disclosure the bulk of our payouts go to the recruiting side of our business. However, we learned a long time ago that this document has proven to be one of the best marketing pieces we have ever developed.
The document lists our services, our target prospect base, how much we pay for the different levels of involvement, contact information, etc. Think about it this way:
Q: Would you like a copy of our corporate brochure?
A: Meh.
Q: How about I send you a copy of our Finder's Fee program?
A: Sure!
Cost: Free
LinkedIn For Geniuses...At Things Other Than LinkedIn™
Without a doubt, one of the most overlooked opportunities for companies to shorten the timeline between a new prospect and a signed contract is active participation on LinkedIn.
LinkedIn is so much more than 'Facebook for business'. In this program, we show you, in real time, how to establish your personal and company profile for maximum effect. This is not a video or workbook but a one-on-one web session where we walk you through, not just the basics but unpublished techniques are convinced play a role in the fact that 90% of all our contracts are in-bound.
You will learn what 'posturing' means and how it works. How to engage potential contacts in spite of the rash of 'Get New Clients For Your Agency' training that seems to permeate the Interwebs. You will leave with a detailed summary of what you need to do to get through LinkedIn's five levels of profile strength: Beginner, Intermediate, Advanced, Expert, and All-Star.
AEC CRM For Geniuses...At Things Other Than AEC CRM™
Here is where our rather unique background in construction data and lead generation really comes into play. 13 years at 'CMD - Construction Market Data' (Now ConstructConnect) is where we learned the importance of data management, data standards, project categorization, automation, CRM management, prospecting, account management and more. With over 25 years experience being involved in 'seating' hundreds of CRM users, all from a foundation of business development, we can 'right-size' your current situation or help you develop your plan for a successful CRM Implementation.
Speaking of 'Lead Services', when asked, "Should I buy a lead service?" our answer is the same. "If you can afford one and
only
if you can properly leverage the information you are purchasing." The key item here is 'properly leverage the information.'
Here's a freebie. The leads you see from your subscription service...are being seen by a large number of your competitors. It is the firm that can manage and leverage the information better than the others will be the one who makes a real investment towards building new business versus the company that helps a sales rep hit their goal for the month.
Social Media For Geniuses...At Things Other Than Social Media™
Social Media is more than a buzzword and ever moving target. It is more than this nebulous category that falls under the umbrella that is Marketing.
Social Media can be a game changer when it comes to market placement and how you are viewed in the minds of prospects and current clients. In this live session, we show you 'behind the scenes' of how, and why, we manage almost 30 Social Media accounts. We are confident our Social Media presence and activity is a large part of why 90%+ of our clients come to us and our total advertising spend for new business, in over 20 years, is still zero.
This is not a session on SEO (Search Engine Optimization) but rather SMEO - Social Media Effort Optimization.
You will walk away with a summary of what to do next, where you should focus and why you cannot let your competition beat you when it is so easy to win.
Caddy Packages
Honestly, we are surprised we made it this far into the website with some golf word picture or metaphor.
If you a golfer, you know what a caddy is/does. If you are not a golfer, the caddy is the person carrying the golf bag. However, the caddy does much more that that. The caddy helps 'read the putt' (determine which wall the ball will roll, how fast the greens are, tends to the pin (flag stick). The caddy also helps determine distance to the green, club selection and maintenance, etc.
Our Caddy Packages are for companies who are not quite yet ready for an engagement as robust as Building New Business 2.0 but could stand to have someone review proposals, tighten marketing materials, develop a better SOQ (Statement of Qualification) research new, targeted prospects, assist with account management, social media, marketing strategies, etc.
It is having seasoned experience as a part of your team without adding to staff.
Construction Market Consultant, Inc.
3651 Peachtree Parkway, Suite 275
Suwanee, Georgia 30024
Business Hours
Mon - Fri 9:00 am - 5 pm
Sat - Sun Closed