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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.
Maximizing Your Position In Your Market
Mon, Sep 26, 2011 — Every company must develop a strategic direction that best fits its capabilities and its standing in its marketplace. Most business categories fall into similar market share patterns. There are three major players who, combined, have roughly 70-90% of the market. Then you have a group of small savvy specialists that have identified an underserved audience within the market. These tend to be businesses that succeed based on lower volumes, by definition, but much higher margins. In general, they tend to have no more than 5% of the market each. And, finally, you have the remaining companies in the category that live on the crumbs that are left over.