60: Business Development with Ed Dann, Congress Construction

Ed Dann is a tenured business development professional in the construction industry. He has worked for various companies and has a diverse background in sales and business development. Currently, he is Vice President of Business Development, Congress Construction, a 70-year-old development and construction firm. Ed Dann has over 30 years of experience in the industry and has built a successful career by establishing strong relationships and identifying opportunities for growth.

Summary:
Ed Dann shares his insights and experiences as a business development professional in the construction industry. He discusses the responsibilities of a business development professional, the difference between business development and sales, and the importance of building and maintaining relationships. Ed also talks about the challenges of estimating in the construction industry and the importance of client alignment. He emphasizes the need for resilience and a long-term perspective in business development. Ed highlights the value of chance encounters and the importance of networking outside of the work environment.

Key Takeaways:

• Business development involves establishing relationships, identifying opportunities, and earning the right to ask for business.
• Congress Construction differentiates itself by focusing on negotiated work and leveraging off-market opportunities.
• Resilience and a positive mindset are crucial in the face of challenges in the construction industry.
• Building and maintaining relationships is a key aspect of business development.
• The role of a business development professional is to drive revenue for the company and support the goals and dreams of the team. Over-communicate and be transparent with clients to build trust.
• Evaluate clients' ability to see projects through to the end.
• Maintain relationships and protect client trust when transitioning between companies.
• Target specific clients and focus on repeat work for long-term success.
• Demonstrate competency in new markets to build credibility.
• Attend industry events and create chance encounters to expand your network.
• Have a long-term view and stay consistent in your business development efforts.
• Read books and listen to podcasts on leadership and business development for further learning.

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