You are a commercial construction contractor that markets your services to find new business. In the past there was an abundance of work; not anymore.

Whether it’s through a hard bid or negotiated bid process, today’s environment is more challenging than before. More contractors are vying for fewer projects. Dr. Jim Haughey, Chief Economist at Reed Construction Data, forecasts that construction spending will decline from April to December of this year by about 7 percent for nonresidential and heavy projects.

How do you avoid spinning your wheels? If you are using a lead service, how can you use the power of information more advantageously? Qualified leads are a necessity, not a luxury, in leaner times.

It may be time to re-evaluate how you are using your lead service. The key is to understand what data you have at your fingertips and drilling down to the opportunities that can yield the most.

CONNECTIONS recently spoke with Kristin Tucker, principal at KT Construction Services, Inc, a consulting firm that specializes in sales and marketing effectiveness for construction service suppliers and building product manufacturers. Ms. Tucker recommends two key strategies for contractors bidding today:

First, contractors need to build stronger pipelines of opportunity. There still are excellent design-build opportunities now for contractors, according to Kristin Tucker. Focusing activities upstream determines the downstream benefits. Working the Planning stage projects is “a must” here. The key is recognizing how effective relationship-building can set you apart from the pack. Connecting face-to-face with the right contact at the Architect or Owner level can advance your firm and its brand ahead of your competition.

“With twice as many contractors bidding what feels like half as many jobs, contractors need to get out early and create face-time with the architects and even owners,” stated Ms. Tucker adding that contractors need to persuasively highlight relevant projects that they have completed.

Second, “shovel-ready” government-sponsored projects are proliferating. Reed Construction Data has confirmed with details thousands of construction projects originating from the early-2009 federal stimulus package data. More and more confirmed projects are entered daily and are estimated at well over 28 billion dollars. This represents unprecedented potential for many contractors.

For projects that require MBE/WBE representation (minority or woman business enterprises) qualified and savvy contractors can gain an edge. Improving the knowledge of other project stakeholders to the policy goals of MBE utilization and preparing in advance the paperwork can differentiate contractors.

These are some recommendations for effective lead management. To learn more on how to leverage your Reed service please contact your Account Manager or call Customer Care at 1-800-424-3996.