Sales Enablement turned Constructions into a well operating machine


Comprehensive real-time solutions in the construction industry are more connected to automated sales enablement (SE) techniques than anyone can imagine. The surprising thing is that building, although not a sale in the conventional sense requires owner satisfaction for a signed-off completion – and hopefully participation in future projects. Project consultants (PCs) and General Contractors (GCs) working under pressure understand that SE methodology vitally affects modern developments.

SE in Construction

Here’s the thing: building projects phase into preconstruction, construction, and post-construction – each with daunting challenges. If project planning is haphazard, lacks prediction, or hires the wrong subcontractors, watch out. If it fails to provide onsite safety and misses on specialty contract coordination, the project is destined to be an ROI disaster.

Construction is the epitome of customization

Every new construction, to meet the prolific digital demands of the occupants-to-be, is built differently. They incorporate a broad range of high tech products and cutting-edge fixtures and fittings. The move toward “smart buildings” is unstoppable, as is image projection through structure design. Environmental considerations are top of the list to conserve unnecessary use of natural resources. For example, take patching into solar energy, and inclusion of everything LEDs have to offer. As a result, the integration of the GC or PC or both with the specialist contractors is imperative. Unless there’s a sense of cooperation and willingness to overcome inevitable obstructions along the way, project profitability remains a big question mark.

No longer are subcontractors viewed as a secondary Project skill category, treated with a touch of disdain and a big dose of disrespect. Unless there is a willingness to be part of the well-knit team, the chances are that crises will pop up throughout the process. Everything revolves around building trust and, more pointedly, placing reliance on trusted advisors. 

The first project step in the right direction rests on:

  • A sound communications strategy
  • One that includes creating value-content that delivers the right message without unnecessary delay.

The costliest errors in construction occur when a contractor misreads plans and goes with his or her interpretation. The temptation to do this builds back to frustration waiting for the General Contractor (GT) to get back and advise. With so many sub-projects in motion at one time, time gaps between questions and answers are a continuous obstacle. Modern thinking revolves around vesting fully into digital messaging media like WhatsApp, Skype, or texting. Moreover, there are project software programs with AI responses geared to anticipate issues. Subcontractors’ morale and quality of work closely align with onsite support and cognizance of their time considerations.

Another big disruptor to well-laid plans arises when jobs determining the start of other jobs create glitches because they’re faster or slower than anticipated. Weather plays into this arena every time, but a good GC knows it and should take rain and wind into account. Again, the next line of contractors responds well to updated schedules but, conversely, sink into negativity if kept in the dark. The multiple-activities must merge into one another as seamlessly as possible, to keep the process on track.

A competent GC included in the selection of specialist contractors in the preconstruction phase generally knows whom to connect to and how to structure messages for the best responses. Including GC participation only at construction leaves vulnerabilities dotted around that can break coordination down. Owners should accept the responsibility of empowering modern GCs in every possible way, which means onboarding them quicker and encouraging omnichannel engagement as a flexible communication system.

Safety training and case study simulation are crucial aspects of big construction sites. All specialist contractors and their apprentices should agree to participate in the program via monitored podcasts, videos, and social media options carefully planned and inserted in the selection process. Accidents are not only sometimes disheartening but may indeed lead to sections or even the entire project closing down. Taking shortcuts nearly always leads to safety collapse. Also, it invariably involves lawyers, workman’s comp, and unforeseen costs.

Finally, the payment of subcontractors for work done creates ripples if late or inaccurate. GCs & PCs, as a priority, must focus on driving a more efficient and effective sales team, and nothing works against this more than money issues. Supporting the subcontractors with smart resources is the key to construction. Once the latter know they can rely on timely compensation without hassle, winning the rest of the battle is a piece of cake. Experienced GCs covering multiple contracts have learned to discover, replicate, and automate the things that work. Therefore, regular quality inspections and job sign-offs are events that fill every GC’s day if they’re on their game.

Communication dynamics on the construction site

 Every busy management entity in the construction business should be in touch with the following integral items that are communication-centric:

  • Communication is everything. Don’t compromise communication, or take your eye off of it. It’s your lifeline to making things onsite a well-oiled machine. 
  • Understand this – as an owner, owner’s representative (PC), or as a GC the way you converse with your subcontractors may not result in them hearing you. Be sensitive to this and adjust your timing, your message, and the channel of communication to see a huge difference. The quickest time to value resonates with everyone involved, so why not employ the available communication resources for all they’re worth?
  • The big sales enablement secret is delivering the right message for every conversation. It may seem an impossible goal, considering that projects of this nature are majorly involved with hundreds – maybe thousands – of moving parts. However, with modern digital tools and software affordably accessible, there’s a realistic possibility of success. 
  • SE has integrated with almost every industry, and construction is no exception. Find the right combination of face-to-face meetings, phone calls, texts, Skypes, WhatsApps, and emails for your way of doing things.

Get in touch with Pitcher

As a construction entity entering or in a construction project, vest in Sales Enablement technology alongside project software to inject reliability and efficiency into your business. Pitcher is a company with experience across a broad spectrum of industries. It knows how to flexibly apply the different options to your situation. Pitcher will help you to unite your specialist contractors, designers, and vendors into a cohesive team. One with a common goal in mind – to deliver high-quality work, safely, and affordably to the owner.