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Does Your Contracting Pipeline Live in the Owner’s Head?
Relationships matter in construction, and most subcontractors have good ones. The owner or president carries the key customer relationships, and the project managers carry everything else. That arrangement can work well. It is also fragile. In our last post, we asked whether you know by name who owns each strategic account. This one looks at what happens when the answer is the owner.
Execution Without Measurement Is Just Motion
Fri, Nov 6, 2026 — A busy sales team isn't the same thing as a healthy revenue engine. That distinction can be difficult to see because activity is highly visible. Salespeople are making calls and meeting prospects. Marketing has campaigns in the market. Operations is moving quickly. Everyone's calendar is full. There's clearly execution happening. But is that execution producing the right return? That's a different question.
Is Your Contracting Business Growing on Purpose, or on Luck?
Fri, Oct 30, 2026 — Most successful subs know their operations cold. You know your backlog, which jobs are on schedule, where labor is tight, and which estimates are due this week. Most of you also don’t have a sales department. Business development belongs to the owner and the project managers who are already running projects, so growth work happens in whatever time is left over.
Outsider Insights | You Built Something Different. Your Messaging Made It Sound the Same.
Tue, Oct 27, 2026 — Executive Takeaways Real differentiation often goes unsaid because messaging leads with inputs, not the outcome buyers pay for. When the story changes by segment, buyers have no throughline and compare you on price. Buyers won’t work out your advantage on their own, so the message has to state it. Quick test: remove your logo and see whether a buyer could still tell it’s you. Outsider Insights Across Chief Outsiders, we talk to hundreds of CEOs every month. In this series, we explore the trends and challenges we’re hearing from these discussions – and what you can do if you’re facing the same issues in your business.
How to Engage Hard-to-Reach CXOs: The New Growth Playbook
Sun, Oct 25, 2026 — Executive Takeaways Hard-to-reach CXOs engage when you provide insights connected to the business outcomes they own. Developing meaningful insights takes extra effort, synthesizing data, research, and discussions—to identify where new value can be created. The insights that matter explain what is changing and why—and where new value or growth can be created. Building these capabilities results in a more repeatable path toward achieving executive engagement, lasting relationships, and growth. This blog is part of Chief Outsiders’ New Growth Imperative series, designed to help CEOs and leadership teams engage executive decision-makers at targeted strategic accounts by turning deep insights into compelling customer value.
The CEO Dashboard Should Show Direction, Not Just Activity
Thu, Oct 15, 2026 — If your dashboard only tells you what happened, it’s reporting history. A CEO needs direction. Steps Taken Aren’t the Same as Direction I've spent a fair amount of time backpacking, and one thing becomes obvious when you've been walking for several hours: knowing how far you've walked isn't the same thing as knowing whether you're headed in the right direction. Your watch can tell you that you've taken 22,000 steps.
Vistage Chairs: The Most Dangerous Sales Answer a CEO Can Accept: “We Lost on Price”
Tue, Oct 13, 2026 — Executive Takeaways When a buyer says “too expensive,” research shows price is rarely the real reason, especially as deal size grows. Your CRM loss-reason field reflects your sales team’s view of the decision, not the buyer’s. “Price” is often a stand-in for unclear value, implementation risk, or low confidence in the outcome. A few points of win-rate improvement can unlock real revenue from the pipeline you already have.
You Can't See Growth Looking Only Inside the Business
Wed, Sep 30, 2026 — You can run a company from inside the four walls. You can't grow it well from inside the four walls alone. Strong operators tend to know their businesses exceptionally well. They understand their people, processes, customers, financials, sales performance and operational constraints.
Turning Customer Insight into Customer Value
Fri, Sep 25, 2026 — Executive Takeaways Your next major deal may begin with a customer problem you have yet to uncover. Deep customer insight can open doors to executives—and accounts—competitors already serve. The greatest opportunities emerge when insight meets distinctive expertise and solutions. Turning these opportunities into growth requires building organizational capability. This blog is part of Chief Outsiders’ New Growth Imperative series, designed to help CEOs and leadership teams engage executive decision-makers at targeted strategic accounts by turning deep insights into compelling customer value.
Your CRM Is Already Telling You Where the Revenue Is. Are You Listening?
Fri, Sep 25, 2026 — Most SMBs don't have a data problem. They have a listening problem. Between CRM records, transaction history, and years of customer activity, most companies are sitting on far more information than they're actually using. The data isn't missing. It's just too much, too scattered, and too slow to work through manually for anyone to reliably act on it.