Take Advantage Before It’s Too Late! Get up-to-date information on a variety of issues that will impact the highway and transportation construction markets over the next year. The 2015 AGC Highway Contractors Conference will be held Nov. 5-7, 2015, at the JW Marriott Phoenix Desert Ridge Resort & Spa.

Tell Him/Her to Finish Work on Highway & Transit Bill The Senate completed action on a six-year transportation reauthorization bill before the August recess. The House has indicated that it will work on its version of a long-term highway & transit bill when members return to Washington after Labor Day. With one week left in the August recess, it is important that you meet with your Congressman and stress the importance of passing a long-term, fully funded transportation bill.

This week, the Congressional Budget Office released its semiannual update of budgetary and economic projections. The report further highlights the challenges facing Congress as they try to fill the revenue gap in the Highway Trust Fund to provide a six-year highway & transit bill.

On Aug. 26, AGC submitted its comments to the Federal Acquisition Regulation Council and the U.S. Department of Labor on their proposed rule and guidance, respectively. The rule and guidance implement the president’s “Fair Pay and Safe Workplaces” Executive Order 13673, commonly called the Blacklisting Executive Order.

At the request of the U.S. Department of Veterans Affairs, AGC recently led several workshops with Department resident engineers from around the country on the value of project-level partnering. Over the course of two days, AGC discussed the need for contractors and owner representatives to not only establish trust at the front end of the project, but to maintain it throughout project delivery—whether through formal or informal partnering means. Several AGC contractor members participated in the workshops and stressed the need for honest, consistent communication and the establishment of decision escalation processes as a means to deliver projects on time and on budget. The workshops included brief presentations from contractors, interactive team-building exercises and back and forth questions and answers between the Department engineers and AGC contractors. The Department held this workshop as part of a broader training initiative, the theme of which was “turning the page” on the old ways and looking towards improvement ahead.

Teri Jones, SUNDT As a professional working in the Business Development world, you are probably acutely aware that the reason for your existence is to Develop Business and that entails more than fine dining and golf! Pre-Winning plays a large role in your company’s ability to secure the type of work, and build the type of relationships, that will produce the desired results.

Colleen Kelly, Beacon Occupational Health & Safety Services Has all of the romance drained out of your business proposals? You used to spend hours thinking about the client’s needs and wants. What would their ideal contractor look like? How could I show that we’re the perfect match? But lately, things have become stale. You’re less interested in them and would much rather talk about yourself. If your win rate is going down the tubes, now’s the time to rethink your proposal writing strategy.

Jon O'Brien, Master Builders Association LinkedIn has been called Facebook for professionals, the virtual rolodex, and the headhunter’s haven to name a few. Regardless of what you call this online network, LinkedIn can be important for business development. Before delving into LinkedIn business development advice, let’s look at why LinkedIn is beneficial for the construction industry.

Cynthia Paul, FMI Corporation Have you ever noticed that some people and companies just seem to stand out, and everywhere you turn, they are being quoted or interviewed or are consistently receiving better scores on proposals? They are not much different than others; but, like the old E.F. Hutton advertisement asserts, when they speak, people listen. So what is the difference? In a world of specialized expertise, everyone, from owners of construction projects to your company looking for new talent, wants people with deep expertise and a proven track record of generating results. Being good at what you do, however, is not enough to make you or your company shine; people need to know that you are good at what you do. If you want to stop being that hidden jewel or are looking to make your company’s proposals stand out more, try these few quick tips for getting recognized in writing.

Chuck Fenske, Knoch Corporation In order to execute a successful business development program, it is important to define what business development truly means and what steps are required to make it so. At its core, business development is the strategic manufacturing of revenue growth opportunities. While some use the term as a synonym for sales and others include mergers and acquisitions, business development actually involves a broader scope including corporate strategy, marketing, sales, and human resources. Each of these are prevalent throughout the following steps, which outline a successful business development process.