Business Development: Bringing People and Projects Together

Business Development provides a consistent line of communication from the project kickoff to commissioning.

At SEFA Industrial Solutions, our Business Development team is committed to facilitating win-win solutions, building long-term relationships, and focusing on continuous improvement. Here are a few steps that drive great relationships and projects.

Pre-Planning

Well before a project begins, Business Development connects with the customer and lays the foundation for a strong working relationship. The focus is on people (decision-makers, preferences, expectations) and processes (systems and equipment).

If the customer wants to consider the contractor for an upcoming project, BD meets with them to gather high-level project details, including the goals, priorities, and timeframes. If the capabilities of the contractor align with the customer’s project needs, their subject matter and craft experts are  invited to meet and discuss technical details, walk down the project, brainstorm project execution strategies, and confirm expectations.

BD takes the time to learn about the customer’s prior project experiences—what went well and what didn’t—and notes any concerns about the upcoming project. Safety policies, safety performance metrics, quality control methods, relevant project experience, and customer references are also shared.

Feedback that Feeds Improvement

BD facilitates feedback at every phase: proposal, presentation, mobilization, execution, commissioning and invoicing. During the proposal and presentation, it’s important that the contractor answers all questions for the customer to make an informed decision. Once a project is underway, BD remains engaged on the project status during regular site visits and face-to-face meetings with both customer and contractor project leadership.

How a project ends sets the tone for how the next project begins. An “end of job” interview is conducted with the customer before the contractor leaves the site. BD confirms that everything was completed on schedule, that all concerns were addressed, and that billing questions have been resolved and also relays any additional feedback to the contractor.

The Only Constant in Construction is Change

While the commitment to safety and quality never changes, project scope and schedules can change. Chances are that if one project variable changes, one or more of the other variables will, too. Working with the customer and the contractor as an extension of their teams, BD can help reduce the impact of these changes and diffuse conflict. BD is a skilled guide in preserving working relationships and looking out for the interests of both the customer and the contractor.