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
Architectural Engineering Department
Pennsylvania State University
e-mail: driley@engr.psu.edu
Associate Professor
Civil, Env, & Arch. Engineering
The University of Kansas
e-mail: tglavinich@ku.edu
Justin Reginato, Ph.D., P.E., LEEP Green Assoc.
Assistant Professor
Construction Management Program
California State University, Sacramento
e-mail: reginato@ecs.csus.edu
EC 2020: Strategies for Electrical Contractor Business Development
Challenge
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 Opportunity
Many 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
Business
Development
EC 2020: Strategies for Electrical Contractor Business Development
Developing Relationships
• Technical: be the best at what you
do regardless of the price.
• Personal: get to know your clients as
people.
EC 2020: Strategies for Electrical Contractor Business Development
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
Architectural Engineering Department
Pennsylvania State University
e-mail: driley@engr.psu.edu
Associate Professor
Civil, Env, & Arch. Engineering
The University of Kansas
e-mail: tglavinich@ku.edu
Justin Reginato, Ph.D., P.E., LEEP Green Assoc.
Assistant Professor
Construction Management Program
California State University, Sacramento
e-mail: reginato@ecs.csus.edu