EC 2020: Strategies for Electrical Contractor Business Development in the New Energy Economy Category: New Business Sector David R. Riley, Ph.D. Thomas E. Glavinich D.E., P.E. Associate Professor Associate Professor Architectural Engineering Department Civil, Env, & Arch. Engineering Pennsylvania State University The University of Kansas e-mail: [email protected]e-mail: [email protected]Justin Reginato, Ph.D., P.E., LEEP Green Assoc. Assistant Professor Construction Management Program California State University, Sacramento e-mail: [email protected]
Transcript
EC 2020: Strategies for Electrical Contractor Business Development in the New Energy Economy Category: New
Business Sector
David R. Riley, Ph.D. Thomas E. Glavinich D.E., P.E.Associate Professor Associate ProfessorArchitectural Engineering Department Civil, Env, & Arch. Engineering Pennsylvania State University The University of Kansase-mail: [email protected] e-mail: [email protected]
Justin Reginato, Ph.D., P.E., LEEP Green Assoc.Assistant ProfessorConstruction Management ProgramCalifornia State University, Sacramentoe-mail: [email protected]
Shifting Landscape• Energy economics• Boom in line contracting• Recession in building
construction• New technologies• New business methods
EC 2020: Strategies for Electrical Contractor Business Development
Challenge and OpportunityMany contractors are lamenting the loss of business or the inability to capitalize on new work• Too many contractors are currently focused on
holding on to whatever shrinking market share they have left, not increasing their market share
However, some aggressive electrical contractors are capturing work in new fields and are growing despite the recession• Business development is a key tool in this growth
EC 2020: Strategies for Electrical Contractor Business Development
“Sell more and bid less”
EC 2020: Strategies for Electrical Contractor Business Development
EC 2020: Strategies for Electrical Contractor Business Development
FOCUS
EC 2020: Strategies for Electrical Contractor Business Development
EC 2020: Strategies for Electrical Contractor Business Development
Business Development
Developing Relationships
• Technical: be the best at what you do regardless of the price.
EC 2020: Strategies for Electrical Contractor Business Development
• Personal: get to know your clients as people.
Findings Thus Far• Defining business development• Small vs. large ECs• Building relationships• Market share/growing the pie• Who should perform business development?• Training• Be in it for the long haul
EC 2020: Strategies for Electrical Contractor Business Development
What is NECA’s Role in
Business Development?
EC 2020: Strategies for Electrical Contractor Business Development
Team
David R. Riley, Ph.D. Thomas E. Glavinich D.E., P.E.Associate Professor Associate ProfessorArchitectural Engineering Department Civil, Env, & Arch. Engineering Pennsylvania State University The University of Kansase-mail: [email protected] e-mail: [email protected]
Justin Reginato, Ph.D., P.E., LEEP Green Assoc.Assistant ProfessorConstruction Management ProgramCalifornia State University, Sacramentoe-mail: [email protected]
EC 2020: Strategies for Electrical Contractor Business Development
