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Chapter 2 SALES 37
Chapter
2
SALES
“Nothing happens until someone sells something”
Introduction
he Sales effort should constantly test the capability of your complete Design-Build
T
contracting service. Although a certain level of sales dollar volume will be imperative,
the actual gross margin and satisfaction of your clients will be important factors. Without
a sales effort that will properly qualify and close sales, obtaining a sufficient amount of
negotiated Design-Build contracting work will not be likely. Due to the number of elements
necessary to prepare a proposal and close the sale, an organized team effort is essential.
Successful Design-Build contracting is based on making the sale and therefore special
attention should be given to application of a solid sales strategy and tactics to ensure an adequate
volume of Design-Build contract work is obtained. Being proactive not reactive is the main
point in making early contact with your prospects, which is unquestionably the most important
factor in convincing prospects to use your Design-Build services.
