Revenue advisory
Account research, outreach and qualification shaped by your market and the way your team advances opportunities.
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Construction & real estate.
Asset ownership, project stage and appointment responsibilities shape the search for construction and property services customers.
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The commercial context
Identify the project stage that makes an approach relevant.
Commercial construction, building services and property operations involve different routes to work. Define the asset type, location, contract scope and project stage that fit your team.
An owner, developer, main contractor and managing agent hold different responsibilities. Account research should trace the appointment path and distinguish a project announcement from a confirmed requirement for your services.
Research questions
Put company developments in context.
These examples guide investigation. A public change does not establish a purchasing requirement; the buyer’s situation and the connection to your offering need to be confirmed.
- Planning and development
- Published proposals and project updates help establish the asset, participants and stage to investigate.
- Property changes
- An acquisition, lease or change of use gives context for questions about the plans for a building.
- Contract awards
- An announced appointment helps map the delivery team and the scope controlled by each organization.
- Operating requirements
- Refurbishment, maintenance or portfolio plans provide a basis for investigating specific service needs.
Opportunity qualification
Make the handoff useful to your team.
A relevant conversation should establish the requirement, responsibilities and unresolved questions. Your team assesses commercial fit and decides which next step to pursue.
Scope and location
Check the asset, work package and geography against your capabilities and delivery model.
Appointment process
Identify who specifies the work, manages procurement and authorizes the contract.
Delivery assessment
Bring timing, staffing, qualifications and contract terms into your team’s review of the opportunity.
Relevant practices
Connect the scope to your objective.
Data advisory
For a separate licensing question, begin with the working history retained in your business systems and archives.
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Discuss the decision ahead.
Tell us about your business, what you want to achieve and the point where you need support.
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