36: Building a Successful Marketing and Business Development Team in Construction with Scott Bates, Erland Construction

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Scott Bates is the Vice President of Strategy and Development at Erland Construction, a leading construction management firm based in Massachusetts. With over 25 years of experience in the industry, Scott has played a key role in the growth and success of Erland Construction, overseeing marketing, business development, and strategy. He is also a principal owner of the company.

Scott Bates, Vice President of Strategy and Development at Erland Construction, shares his insights on marketing, business development, and ownership transition in the construction industry. He discusses the unique challenges of differentiating in a mature and commoditized market, the importance of building relationships and trust with clients, and the role of marketing in showcasing the value and expertise of a construction company. Scott also highlights the significance of succession planning and the recent implementation of an employee stock ownership plan (ESOP) at Erland Construction.

Scott emphasizes the importance of providing off-script experiences for both employees and clients, going above and beyond to create memorable moments. He shares examples of how Erland Construction has done this, such as taking new employees out to dinner or surprising clients with unique gestures of appreciation. Scott also emphasizes the value of acknowledging and educating clients about the behind-the-scenes efforts that contribute to their project's success.

In terms of advice for emerging leaders, Scott emphasizes the importance of building a network early on, as well as finding mentors and continuously challenging oneself. He also highlights the significance of being known in the industry and creating lasting impressions through personal and company branding.

Key Takeaways:

  • Differentiating in a mature market requires showcasing the value and expertise of a construction company.
  • Building relationships and trust with clients is crucial for long-term success.
  • Marketing plays a vital role in highlighting a company's unique value proposition and differentiating from competitors.
  • Succession planning is essential for the long-term sustainability and growth of a construction company.
  • Implementing an employee stock ownership plan (ESOP) can provide employees with a stake in the company's success and foster a culture of ownership.
  • Providing off-script experiences for employees and clients creates lasting impressions and fosters loyalty.
  • Acknowledging and educating clients about the behind-the-scenes efforts can enhance their perception of a company's value.

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