Passing the Torch: Lessons from My 40 Years in Construction Business Development
After four decades as a business developer in the commercial construction industry, I’ve learned a thing or two about what it takes to succeed. Business development (BD) is a unique role—full of challenges, rewards, and lessons learned along the way. As I approach the end of my career, I want to pass on some of the knowledge I’ve gained to the next generation of BD professionals.
The Thrill of the Hunt
The thrill of the chase, the excitement of winning a deal, is what drew me to business development. It's about focusing on a project and solving the challenge of bringing it in. This hunt is what makes BD exciting, but it requires the right approach and a commitment to the process.
The Foundation of Success: Integrity
Integrity is at the core of business development, and it manifests in several ways. One of the most important aspects of integrity is responsiveness. Always follow through on what you say you will do and do it when you said you would. Clients and colleagues value reliability, and being prompt and consistent with communication is essential. Respecting other people’s time by being punctual and prepared for meetings shows that you value their contributions and view their time as precious. Mistakes will happen, and it's important to remember that they are a normal part of the process. How quickly and effectively you respond to those mistakes defines your professionalism. Acknowledge errors immediately and work to fix them without hesitation.
Equally important is building and maintaining trust. Trust is fragile and can take years to build but can vanish in an instant if you fail to live up to expectations. In BD, trust is the currency that drives relationships forward. You must establish credibility by being honest, transparent, and accountable. If a client knows they can count on you to deliver—even when challenges arise—they’ll be more inclined to work with you again and recommend you to others. Integrity means owning up to shortcomings, communicating honestly, and
Understanding the Person Behind the Deal
One of the most important lessons I’ve learned is that every human I interact with has their own worldview. My success in BD has come from genuinely understanding that worldview, which helps open the flow of communication and makes negotiations smoother. Building solid relationships is about understanding people and their needs, not just selling a service.
Adapting to Change in a Fast-Moving Industry
The pace of work today is drastically different from when I started. Technology has sped up communication, with emails, texts, and digital documents making things more efficient. However, this speed can also lead to errors, miscommunication, and a lack of face-to-face contact. My advice to younger professionals is to slow down where it matters—take the time to meet in person. It builds stronger, more effective relationships and helps resolve issues more efficiently.
Getting Started: Network with Purpose
My advice for those just starting out in BD is simple: get out of the office and network as much as possible. Go to events with a plan to meet people at your target accounts. Don’t worry too much about their titles or roles at first—any connection at a key client is a good start. Build those early relationships and let them guide you to the decision-makers.
Also, get to know your company’s work. Visit job sites, understand the projects, and learn the details. This credibility will serve you well in conversations with potential clients. And always have a way to keep track of every interaction—whether through a sound CRM system or another method.
Another crucial step for new business developers is finding a mentor. A mentor who has walked your path can provide invaluable guidance, share practical knowledge, and help you avoid common mistakes. They can offer insight into navigating complex situations, provide introductions to key contacts, and serve as a sounding board as you develop your strategies. Having someone who understands the nuances of the industry and business development challenges can accelerate your growth and increase your confidence as you build your career. Don’t be afraid to seek experienced professionals for advice—they were once in your shoes and can offer wisdom you won’t find in textbooks.
Relationships First, Sales Second
Relationships are everything in BD. Meet as many people as possible, ask questions, and listen. Networking isn’t just about selling—it’s about building genuine connections. You can’t approach every interaction with your hand out looking for a sale. Focus on being a good human being first, and business will follow.
Common Mistakes to Avoid
One common mistake younger professionals make is only reaching out to clients when they need a job or a sale. BD is a long game; building the trust required to separate yourself from the competition takes time. Nurture those relationships consistently, even when you don’t need something.
The Final Word: Enjoy the Journey
Lastly, enjoy the process. Business development is not merely about securing a win or avoiding a loss at the end of the game; it’s about the journey itself. Each interaction, whether it leads to a deal or not, is an opportunity for learning and growth. BD can often be a challenging and frustrating field, with rejection and setbacks being part of the landscape. However, embracing these challenges is crucial. The thrill of the chase, the excitement of uncovering new opportunities, and the satisfaction of building meaningful relationships make the journey worthwhile.
Focusing on relationships can lead to long-lasting friendships that endure well beyond your working years. These connections can provide valuable insights, guidance, and support throughout your career. Remember that each person you meet has their own experiences and perspectives to share, which can enrich your understanding of the industry. By fostering genuine connections and being curious about others, you open the door to collaboration and shared success.
Ultimately, the best business developers remain passionate about their work and find joy in the relationships they build. Celebrate the small victories along the way, learn from the defeats, and keep a positive outlook. This mindset enhances your professional journey and contributes to your personal fulfillment, ensuring that you remain engaged and motivated throughout your career.
Spark Notes:
Business development is about the thrill of winning deals, but it demands commitment and the right approach
Integrity, trust, and responsiveness are the foundation of success in BD.
Building relationships by understanding people’s needs—not just selling—is key to long-term success.
Young BD professionals should network purposefully, understand their company’s work, and find a mentor for guidance.
Enjoy the BD journey, embrace challenges, and focus on relationships to achieve fulfillment in your career.
