Growth Strategy
“Where can we find more work?”
It is one of the most common growth questions in construction. The problem is that there is no single answer. Different contractors win work through different combinations of relationships, procurement channels, reputation, referrals and formal tender routes.
DATUM BUSINESS DEVELOPMENT / COMMERCIAL INSIGHT
Route to market
The objective is to identify the routes that fit the business and develop them consistently.
A specialist subcontractor, fit-out contractor, maintenance business and main contractor may all need different combinations of routes to market. What matters is whether each route fits capability, geography, project value, margin, buyer type and available resource.
Core routes
01
Repeat work and client development can be one of the most efficient routes where the relationship and delivery record are strong.
02
Previous relationships can often be reactivated when contact is structured and commercially relevant.
03
Architects, QSs, PMs, engineers, designers and FM consultants can influence contractor selection and project visibility.
04
For subcontractors and specialist contractors, onboarding and relationship development with main contractors can create recurring opportunities.
Formal access
05
Supplier lists can create access to buyers who only procure from recognised contractors.
06
Public and private frameworks can be valuable, but not every framework is worth the effort or suitable for every business.
07
Portals can provide visibility of opportunities, but they need monitoring, filtering and judgement.
08
Professional referral routes can come through consultants, clients, contractors and others who understand the business.
09
A website can support enquiries when it clearly presents capability, sectors, case studies and credibility.
Prioritisation
Trying to develop every route at once usually creates noise rather than progress. A better approach is to evaluate each route against practical commercial criteria.
THE OBJECTIVE ISN’T TO BE VISIBLE EVERYWHERE.
IT’S TO DEVELOP THE ROUTES TO WORK THAT FIT YOUR BUSINESS.
Focus
For many established construction SMEs, a smaller number of priority routes is more useful than a long list of possible channels.
For example, a business might choose to focus first on existing and dormant clients, a defined group of consultant or client targets, and one structured procurement route.
That is not a universal prescription. The right mix depends on the business. The principle is to choose deliberately, assign ownership and keep developing the chosen routes consistently.
Construction Growth Review
Datum's Construction Growth Review looks at current routes to market, missed opportunities and where business development effort should be focused.