The craft is the foundation of the construction industry - installation delivers final value for the project owner. Aligning craft talent to build a project is difficult. Building a contracting business that consistently delivers projects is 10X harder.
Successfully winning projects starts with knowing all phases of the game. All contractors participate in the "Late Game." Playing the "Early Game" effectively positions contractors to win more frequently, with better pricing, and better terms.
Winning projects in construction is a process that evolves with growth. The process can be managed as rigorously as any other part of operations if you have clearly defined stages from networking through leads, opportunities, sales strategy, and proposal.
Construction is risky for all parties. Effective contracting for construction work is about assigning risks to those who are most capable of mitigating those risks. Compensation for the risks assumed must be appropriate.
Just about everything in life and business have hierarchies including people, principles, policies, strategies, plans, processes, and projects. These must evolve with growth and changing conditions while avoiding stifling levels of controls and ego.
Productivity depends on having the right materials at the right time and for the right price. The impact of a contractor's purchasing systems, both good and bad, is compounded by supply chain problems.