gca construction news bulletin march 2015

CONSTRUCTION NEWS BULLETIN

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20Feature Story

16S.A.M.E.

INSIDER NEWS

FEATURE STORY

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PHOTO HIGHLIGHTS

AROUND THE BENCH

GARRISON REPORT

REPORTS/INFORMATION

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Chamorro Phrase Of The Month

2 | MARCH2015 CONSTRUCTION NEWS BULLETIN www.guamcontractors.org

TABL

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COMINGMARCH 25TH

Fino Chamorro:

English:Måyulang i tubon hanomThe water pipe is broken.

brought to you by The Guam Contractors Assocation.

Guam Contractor’s Association (GCA) in conjunction with AdzTech and Public Relations, Inc. publishes the Construction News Bulletin (CNB) monthly. Reproduction of materials appearing in this publication is strictly forbidden without written permission by GCA. While we always strive for accu-racy, we will from time to time over-look mistakes. In order to help us improve the quality and accuracy of this publication, we ask that you take the time to look at the information provided and notify GCA of any corrections as needed. Opinions and editorial content of this publication may not necessarily be those of the publisher, production team, staff, GCA members, GCA Board of Directors and advertisers. For more information about advertising in the GCA Construction News Bulletin contact the advertising department at (671) 477-1239/2239 or email at [email protected]. Distributed to GCA members or can be obtained by stopping by the Guam Contractors’ Association office located at 718 N. Marine Corps Drive,Suite 203, East West Business Center, Upper Tumon, Guam.

To find out more about how you can become a GCA member contact Guam Contractors’ Association at Tel: (671)647-4840/41 Fax: (671) 647-4866 or Email: [email protected]

Postmaster. Send address changes to Guam Contractors’ Association, located at 718 N. Marine Drive Corps Suite 203, East West Business Center, Upper Tumon, Guam.

PUBLISHER:James Martinez

PRODUCTION TEAMGeri Leon Guerrero

AD SALES:Jaceth Duenas

PRODUCTION:Geri Leon GuerreroChristopher “Taco” RowlandJaceth Duenas

PHOTOGRAPHERS:Christopher “Taco” RowlandNAWIC Signing photos courtesy of Burt Sardoma, LT. Governor's Office

EDITOR:Adztech

CONTRIBUTING WRITERS:John RobertsonR.D. GibsonShawn GumataotaoTed Garrison

GCA STAFF:Francine ArceoDesiree Lizama

COVER:Jessica Barrett, First Chamorro Woman Plumber.

THETEAMTHEDIRECTORS THEEDITORIALSPRESIDENTJames A. Martinez Guam Constractors Association

PAST CHAIRMANTom Anderson Black Construction Corporation

CHAIRMAN - ELECTArt Chan Hawaiian Rock Products

VICE CHAIRMAN - ELECTJohn Sage WATTS Constructors

SECRETARY/TREASURERWilliam Beery Tutujan Hill Group

CONTRACTORS DIRECTORS:Narci Dimaoala Amazon Construction

Carlo Leon Guerrero M80s Office Systems

Conchita Bathan Core Tech International

Tom San Nicolas dck pacific guam LLC

Miguel Rangel Maeda Pacific Corporation

ASSOCIATE DIRECTORS:Jeffrey Larson TakeCare Insurance

Ray Yanger Fastenal

Patty Lizama Pacific Isla Life

Michael Kikuta Matson Navigation

Guam ContractorsAssociation

TRADES ACADEMYGCA

B u i l d i n g S k i l l s F o r A L i f e t i m e

Your Exclusive Guam Dealer

SAME Hosts Joint Membership Luncheon

Engineers (SAME) hosted a joint membership lun-cheon at the Hyatt Regency Guam Feb. 26.

During the meeting, dozens of professional engineers, architects, land surveyors, and construction contractors had the opportunity to mingle and catch up on activities within the engineering and construc-tion industry. �is includes the Guam Contractors Association, Guam Society of Professional Engineers, �e American Institute of Architects Guam & Micronesia Chapter, Guam Society of Land Surveyors, and the American Society of Heating, Refrigerating, and Air-Conditioning Engineers.

� e s e re g u l ar m e e t i ng s a l s o prov i d e i t s members and attendees the opportunity to gain cross-industry knowledge and build relationships with

CAPT Glenn Shephard, commanding o�cer, Naval Facilities Engineering Command (NAVFAC) Marianas, delivered the keynote speech during the meeting, highlighting themes of the “NAVFAC Construction Program in Guam and CNMI.”

During his speech, Shephard provided an overview of military facilities management, an update of current initiatives to include progress toward the relocation of U.S. Marines to Guam, upcoming prospective military construction projects, energy conservation initiatives, and small business opportunities.


S.A.

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www.guamcontractors.org CONSTRUCTION NEWS BULLETIN MARCH2015 | 7

To join SAME Guam Post, log on to SAME.org and click on “Membership” at the top of the home page.

Johnson, Hawaiian Rock Products; and MAJ Alex Nelson, 554th RED HORSE Squadron, during the SAME

recognized individuals who contributed to the coordination of the ACI Concrete Field Testing Technician

Attendees make time for a quick photo while enjoying camaraderie and cuisine during the Society of American Military Engineers Guam Post Joint Membership Luncheon at the Hyatt Regency Guam Feb. 26.

SAME Joint Membership Luncheon Snapshots

Photos by Shaina Marie Santos

your small business.

William “Bill” Beery, P.E.General Manager, Tutujan Hills Group Ltd.Immediate Past Chairman, GCA

“For some time our group had been asking for a 401(k) benefit. My first impression was that providing this type of program for a group as small as ours might be on the expensive side. Not only did ASC Trust Corporation break this

misconception, they surpassed my expectations. We were able to start a plan that was both fairly priced and made sense with what we were looking for. In the end, the tailored-solution was exactly what our team needed.” - Bill Beery

Schedule to meet with our team today e: [email protected] w: asctrust.com p: (671)-477-2724

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Prior Year Authorizations Pending Award

FY TITLE PA$(M) STATUS

2014

2014

2014

2014

2012&

Whole House Revitalization Ph 2 Lockwood $23.1 Reprogramming

Fuel Systems Maintenance Hangar, Inc 1

PRTC Silver Flag Fire Rescue & Emergency Training

PRTC Red Horse Airfield Operations Facility

$89.9

$4.6

$8.5

Recent Award

Awaiting Funds

Awaiting Funds

Total: $126M

On Feb. 26, CAPT Glenn A. Shephard, regional engineer and commanding officer for Naval Facilities Engineering Command Marianas, provided a brief-ing to a joint meeting of the engineer-ing and construction community on Guam. The meeting was attended by 225 contractor and A&E services personnel. Highlights of the presenta-tion are repeated below.

NAVFAC is responsible for military facilities management. This entails the provision of infrastructure and services to support operational units, service members and their families assigned to military installations. The scope includes: Public works (utilities,

services, maintenance and repairs), engineering, construction, environ-mental stewardship and transporta-tion. NAVFAC is not responsible for ships, submarines and aircraft. The NAVFAC mission on Guam is big business, $502 million last year involv-ing approximately 573 personnel and hundreds of contractors.

The spotlight on Guam comes from the Defense Policy Review Initiative (DPRI) which is sometimes referred to as the “military buildup”. It provides for the relocation of elements of the U.S. Marine Corps from Okinawa, Japan to Guam. The 2010 Record of Decision (ROD) enabled significant construction to progress although it was delayed to great extent until recently by action of the U.S. Senate. The 2015 Supple-mental Environmental Impact State-ment (SEIS), and soon to be signed ROD, enables cantonment and live fire

training range construction to com-mence. Our neighboring islands to the north are also a part of the DPRI. Environmental impact statements are being prepared for CNMI Joint Military Training (CJMT) facilities and the PACAF divert exercises and activities.The FY 2016 presidential budget has been released but requires congres-sional authorization and appropriation before it becomes law. That is at least six months away. The USMC/DPRI 2016 forecast is for informational marketing purposes only. There is no specific offer or commitment by the Navy to fund, in whole or in part, the opportunities referenced herein. See FEDBIZOPS and NECO for official announcements, information and requirements on specific procurement opportunities.

Military Construction (MILCON) and Special Projects


By John M. Robertson

Overview andProgram Update

INSI

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Naval Facilities Engineering Command Marianas

FY15 Budgeted at $54.6 Mil in Facility Sustain-ment (ST)• $24.6 Mil planned for Naval Base Guam• $30.0 Mil planned for Andersen AFBExpected Projects for FY15 (not a complete list)• Repair Roofs• Repair Wharf Fenders

Operations & Maintenance, Navy (O&M,N)

FY15+ Military Construction

FY TITLE PA$(M) VEHICLE

20152015201520152015

2016*2016*2016*

Various

PRTC- Red Horse Logistics Facility $3.15 AE-DBAE-DBAE-DBIH-DBIH-DB

AE-DB

AE-DBAE-DBBAE-DBB

Combat Communications Infrastructure FacilityPRTC - Satellite Fire Station(DPRI) MWSS Facilities at North Ramp

$4.3$6.5$28.8$21.8

$436

$45.7$39.6$7.1

Total: $689M

(DPRI) Ground Support Equip Shops at North Ramp(DPRI) Multiple Projects pending SEIS Record ofDecision for Marine Corps RelocationSanitary Sewer System RecapitalizationCorrosion Control/Composite Repair HangarAsia Pacific Resiliency South Ramp Utilities Phase 2

• FY15: 9 - Energy Projects Planned Valued $13.3M

• FY17 (planned): 15 - Energy Projects Planned Valued $27.7M• FY16: 14 - Energy Projects Planned Valued $23.8M

PROJECT TITLE LOCATION

6 BLDGS HVAC & VENDING MACHINE CONTROLS AAFBAAFBAAFBAAFBAAFBAAFB

FACILITY ENERGY IMPROVEMENTS 12 BLDGSFACILITY ENERGY IMPROVEMENTS 28 BLDGSENERGY EFFICIENT ENTRANCE LIGHTING 81 BLDGSDHW AIR TO WATER HEAT PUMPS 3 BEQ BLDGSUPGRADE ENERGY EFFICIENT 45 BLDGSENERGY EFFICIENT ENTRANCE LIGHTING FOR MULTIPLE BLDGSFACILITY IMPROVEMENTS FOR EFFICIENCY BLDGS 282, 583,3169, 4918, 320XRENERGY EFFICIENT EXTERIOR BUILDING LIGHTING

NBGNBG

NBG

• Harbor Surveying and Dredging• General Taxiway Repairs at Andersen AFB• Install Fire Detection Systems• Maintain Roads and Parking Lots• Considerable Housing and other Demolition

FY16 Sustainment Funding Planned at $84 Mil


GuamDBMACCVEHICLE SBMACC HUBZone

DBMACC8(a)

MACCSDBOSB

MACC

$4B

$900MMar 2016

$240MAug 2015

$245MMay 2015

May 2015 March 2015 July 2015

Aug 2015 Jun 2015

$1M - 15M$15M - 400M $1M - 10M $25k - 2M $150K

5 yrsBase +4Options

Awarded to7 Firms

Awarded10 May 2010

Awarded10 Mar 2010

Awarded5 Aug 2010

Solicitation outFeb

Pre-SolicitationMarch

Awarded to6 Firms ~ 5 Firms Awarded to

6 Firms ~ 5 Firms

5 yrsBase +4Options

5 yrsBase +4Options

5 yrsBase +4Options

5 yrsBase +4Options

$500M $240M $100M $30MContractCapacity

ContractPeriod

Typical TaskOrder RangeNumber ofFirms

AwardTimeframe

Last OptionExpiration

Follow-onContract

FY 2015 Small Business Projection is $105 MilPotential Subcontracting Opportunities• MILCON Projects• BOS ContractUpcoming Solicitations:• HUBZone MACC February• Pest Control March• AGE Corrosion Control April• 8(a) MACC May• CM Services IDIQ June• In/Outbound HHG September• SDVOSB MACC March• Generator MACC May• SB MACC May• MEC MACC June• Aircraft Wash Services JuneNotices and Requirement Details will beposted on FEDBIZOPPS

Small Business Opportunities

• Mr Eugene Diaz, NAVFAC Marianas Acquisition [email protected] or (671)349-6148• Mr Al Sampson, NAVFAC Marianas Small Business [email protected] or (671)339-7090• LT Kate Gutierrez, Assistant Operations [email protected] or (671)333-1280

NAVFAC Acquisitions Contacts


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First Lady First Lady ofof

by R.D. Gibson

FEAT

URE

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RY

When some people think of plumber, some people think of Mario from Super Mario Bros.; the beloved Super Nintendo video game about an Italian, overall-clad plumber jumping in pipes, catching stars, avoiding turtle shells, and saving Princess Peach with his trusty sidekick Luigi.

But, what if the tables were turned? What if Princess Peach grabbed a pair of pink overalls, spun her crown around, and went around cleaning pipes? It isn’t farfetched, since we find shining stars like Jessica Marie Barrett, the “Princess” of Barrett Plumbing, and Guam’s first Chamorro female certified plumber.

Barrett is the President of Barrett Ent. Inc., or Barrett Plumbing. She runs the family business her father, Jack, started. She is inspired every day to keep “the family business that my dad and mom started for future generations.” Once a photographer, Barrett switched her lens toward helping run the family business 25 years ago. What started as clerical work around the office turned into Barrett taking the reigns of a growing family business. Through the experience she gained working for her father, she became more familiar with the process.

Almost a decade after getting her business degree at the University of Guam, she joined the Department of Labor’s apprenticeship program. Over the years, Barrett has really come into her own, not only as a business owner, but she also holds the title for the first Chamorro woman certified plumber on Guam. But, beyond that, everything she does centers around her family and their well-being. Everything she does resonates some form of the man who gave her the reigns to a successful business: her father.

“I am inspired by my father…who always has unshakable faith and confidence in me, even when I fail,” Barrett says. “My dad will tell me, ‘That’s business, learn from your mistakes, dust yourself, and try again.’” She continues, “And, then he also reminds me not to let the business get the best of me…reminds me what’s important and [that] is family and our own peace of mind.” But, first and foremost, their customers’ satisfaction is of utmost importance; ensuring a client is taken care of and their problems are addressed.

In an already male-dominated industry, Barrett sticks out as a rose among the thorns. But, she also sets an example for young women entrepre-neurs around the island. “Do not let misconceptions and or the negativity of others deter you from working in a non-traditional field of work,” she says. “ Women in business are historically underpaid than men in – not only the construction industry, but in business as a whole,” Barrett states. “Women and their contributions are somehow considered to be less valuable than their male counterparts,” she asserts. However, she also strongly expresses that she sees more women in the construction industry in the future.

One role she takes very seriously is that of mom to her two young sons, LJ and AJ. As a single parent, she spends most of her free time spending quality time with them. She also cooks and gardens, and though it has been a while, she loves a good time karaoking and dancing. Barrett and her company are also philanthropists, especially through their work in repairing sewer and water lines for kennels at Guam Animals In Need. Along with their friends from the Red Horse Squadron and a generous donation from Frontier Plumbing Supply, they excavated and replaced portions of water and sewer lines.

Barrett’s ‘do not let this fail’ and ‘don’t quit’ attitude is something she puts into anything she does. Her unbreakable optimism and unshakable focus have helped her, not only succeed, but break barriers. She mentions a story of a project just last year where she was faced with several problems – one right after the other, but she “learned that you really have to hope for the best, but plan for the worst and pray!”

Barrett has demonstrated that longevity lies in not giving up and how much effort you put into your work. Businesses should maintain a “Do not quit” attitude, even, and especially when times get tough. For 43 years, Barrett Plumbing has been a part of the tapestry of family-run businesses on Guam, which continue to thrive because of their commitment to hard, good, and effective work. And maybe even a bit of the nurturing, sometimes convincing influence of a woman. “In construction and our family business in particular, there are so many facets to running a business, but one of the greatest assets of being a woman is that we are able to multi-task effectively. It is a challenge to balance the demands of running a service business along with being a single mom,” she says. “But, at the end of the workday, I am content knowing I am carrying on the family business my parents worked so hard to build.”

Powerful women are breaking gender roles and stereotypes every day by inspiring a new generation of leaders, and blazing a different trails. Women in construction aren’t about rattling cages, or leaving a mark, but about bolstering a community of professionals who are committed to one thing: getting the job done well.

Success shows through a person’s work when they are passionate. Barrett advises “Do what you love, and love what you do.” Barrett’s accomplishments and accolades demonstrate just how much she loves what she does.

Jessica is currently the President-elect for the National Association of Women in Construction Guam Chapter #381 and chartering member.


by R.D. Gibson

National Engineers WeekEncourages Next Generation of Professionals

National Engineers Week was celebrat-

celebrated in 1951 by the National Society of Professional Engineers (NSPE). Today, it is observed by more than 70 engineering, educational, and cultural societies and more than 50 corporations and government agencies.

Historically, local organizations have celebrated National Engineers Week with little fanfare, however, over the past few years NSPE and the Society of American Military Engineers (SAME) have

-ing to the forefront for the week through volunteerism, activities, and a proclamation signing by the governor of Guam.

National Engineers Week is a time to

in our world, increase public dialogue about the need for engineers, and bring engineer-ing to light for kids, educators, and parents.

It is supported year round through many avenues, most notably, DiscoverE (formerly National Engineers Week Foundation), whose mission is to sustain and grow a dynam-ic engineering profession through outreach, education, celebration and volunteerism.

-teers, educators, organizations and others interested in increasing knowledge of the value of engineering education and careers to students from Kindergarten through 12th grade. Locally, that volun-teerism is represented by local engineering professionals giving their time to present to elementary, middle and high school students

-tive a number of years ago to launch this

of the SAME Guam Post.

FEAT

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STO

RY

With support from companies such as

military uniformed engineers from the 554th REDHORSE Squadron and 36th Civil Engineering Squadron, and Guam Department of Public Works, more than 50 presentations were made to students at various local schools.

Presentations focused on what an engineer does, how to become an engineer, and featured a hands-on activity for students to test their engineering ideas. In addition, students were informed about the Pre-Engineering Program, available at the University of Guam (UOG), where students could take classes that parallel engineering

other universities.

students are able to transfer their credits

UOG is currently also preparing to stand up a new School of Engineering program with the construction of a new building with classrooms, science and comput-

and an administration area. With this new program in place, local students will have an opportunity to follow a career in engineering

education.

In addition to presentations, high school students were provided the opportuni-ty to compete in the third annual Dean Gillham Bridge-Building Competition, which is organized through the Engineers Week

design competition where students are provided a balsa wood kit to build

before contestants structures are then pitted against others to see which design is

the UOG Jesus and Eugenia Leon Guerrero School of Business and Public Administration Building March 14.

On Feb. 18, Lt. Governor Raymond Tenorio signed the Guam Engineers, Architects, and Land Surveyors Week proclamation in the presence of architects, and engineers from each of the island’s professional associations.

More than 50 presentations were made to local schools.


Tel: 670-234-6601www.kanoaresort.com

[email protected]

February 26, 2015Hyatt Regency Guam

Guest SpeakerCapt. Glenn Shephard


PHO

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HTS


March marked Women in Construction Week. The National Association of Women in Construction held a series of events from March 3rd through March 7th. • March 3rd with a proclamation signing from Lt. Governor Ray Tenorio (acting Governor) and a WAVE in front of ITC intersection.• March 4th with Island Girl Power and their Golf Ladder project.• Ending on March 7th with Block Kids

Tel: (671) 646-5261/68 688-7900 |Fax: (671) 646-5258E-mail: [email protected]

151 W. Harmon Industrial Park RoadUnit A, Tamuning, Guam 96913

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A recently published Metal Construction News article highlighted the Metal Roof industry-outlining the top technologies in the marketplace today. In recent years, GET,LLC has been witness to the utilization of one particular metal roofing system on Guam that can withstand the harsh tropical climate of the Western Pacific and provide a long lasting roofing solution. The end result has been an increase in value to current metal build-ings from Yigo to US Naval Base Guam.

Whether you have plans to develop a commercial project or watching the Guam Housing Corporation's residential home building project, there are many types of metal roofing options for a facility on Guam and Micronesia. But only one shines above the rest-the standing seam metal roof panel.

The standing seam metal panels are interlocking single-skin panels with concealed fasteners and raised seams. The panels in these systems are typically continuous lengths from eave to ridge and can vary in widths and styles. Installed vertically, these systems come in structural or architec-tural varieties.

The benefits of a such a system begins with its durability. A lack of interlocks allows for expansion much better across the roof which means a longer life usage. Most roofing systems are now sold to meet various UL classifications and ASTM standards for strength, wind uplift and energy efficiency codes for Guam and the region. Made of alumi-num, these systems are recyclable at end of life. With some posting 20 year warranties, the standing seam roof is an affordable solution to any roofing job in Micronesia. The warranties also take weather tightness into consideration-a must with the amount of rainfall and storm activity we see on a yearly basis.

From a maintenance point of view, standing seam roofs are low-to-no maintenance, if installed properly. Cleaning these roofs are as simple as mild soap and clean water. These systems are also energy efficient and can aid in LEED Certification-especially those in "cool roof" colors. Integration with solar photovoltaics are simple. Need a quick roof solution? "Float" a standing seam roof system over existing roofing materials for an affordable fix that will last for years. Give a standing

seam roofing solution a chance on your next project.

To find out more about how GET, LLC, through our metal building partners at Ceco Building Systems, can help your next steel building or aluminum roofing project, give us a call at 671-483-0789 or our website at www.get-guam.com for more information.

In celebration of Women in Construction Week, we take this opportunity to recog-nize the efforts of GET,LLC Managing Partner Tricia J.S. Gumataotao. This past year, her leadership resulted in numerous federal contract awards while maintaining a hectic schedule with her family, non-profit organizations and the Guam Chapter of the National Associa-tion of Women in Construction. GET,LLC is proud of Tricia and all of Guam's women leaders in the construction industry who continue to be an example for all young women of our Island and Micronesia.

by Shawn Gumataotao

-A Great Fit F� Mi��esiaStanding Seam Roofs


ARO

UND

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EBE

NC

H

Authorized and Exclusive Guam Dealer

242 W. Harmon Industrial Park RD, Guam 96913Tel: (671) 646-9524/40 Fax: (671) 649-3888

[email protected]

GUAM’S LEADEROCCUPATIONAL ENVIRONMENTALSAFETY EQUIPMENT & SUPPLIES

"Ted Garrison, president of Garrison Associates, is a catalyst for change. As a consultant, author and speaker he provides breakthrough strategies for the construction industry by focusing on critical issues in leadership, project management, strategic thinking, strategic alliances and market-ing. Contact Ted at 800-861-0874 or [email protected]. Further information can be found at www.TedGarrison.com."

Proclaiming business development isn't about sales and marketing may appear to be a little brash, but they are virtually opposites. Business Development is about the client while sales and marketing are about the company doing the selling. Do you really think prospects are concerned about the contractor? This situation is especially true in the low bid arena, which is a typical transactional environment. In this environment, I constantly hear contractors complain about prospects attempting to get the work at below cost. Unfortunately, some buyers don't care if the contractor survives, their only concern is getting the best deal. What is sad is this approach typically does not work for the customer or the contractor, but that's a story for another day.

Attempting to get added to bid lists is not business development, because the bid environment is a transactional environment. While transactions do create a customer, they do not create clients that generate repeat business or quality referrals. During sales transaction, the salesperson merely takes the order and then attempts to find a way to deliver that order at the lowest cost in order to win the bid. In contrast, business de-velopment professionals focus on developing business relationships with clients that are based on performance, experience, and knowledge - not just low price.

Business development professions under-stand that to be build repeat business they must compete based on the value their company bring to the process. The greatest value a contractor can bring to the project is using its expertise and knowledge to maximize the value of the project for the

client by guiding the client through the process. It's important to understand the definition of client as "someone under the protection of." In other words, as an expert, contractors need to protect their clients from project risks and problems and often the client is its own biggest risk. Typically, clients are not experts on construction and when they attempt to make decisions about construction issues they tend to get them-selves into trouble. Therefore, the business development professional needs to act like a trusted consultant and advise the client what is in its best interest throughout the entire life-cycle of the project.

I often tease contractors that they should throw away their sales and marketing materials. The reason is they are focused on the company. Of course, that material has some value, but do you think someone will make a commitment to spend millions of dollars based on a sales literature. Sales literature does not create trust, in fact; it is usually reviewed with some skepticism. Gaining commitment based upon trust takes hard work by the business development professional. It is fine to leave a simple sales kit with prospects so that they have your contact information, and they are aware of the types of services you provide. In other words, provide the basic information, but do not expect your sales material to close the deal.

To develop a relationship built upon trust takes hard work. The business development professional must spend a great deal of time talking to potential clients in order to learn about their business. Today, being an expert on construction methods is a

given. What differentiates contractors is their ability to grasp their client's specific and often unique needs. This means the business development professionals must do their research and ask questions so that they understand the client's priorities and challenges. Solving the client's challenges is where the contractor add superior value. While price is always important, it is essential for the contractor to focus on the big picture. In other words, it is not about producing the cheapest solution, but the identifying and delivering the best solution which typically costs less in the long run.

The best solution considers not only the initial capital cost, but it takes into account future energy and maintenance costs as well as the operating costs of the facility. Because the best business development professionals realize they can add the greatest value before construction starts, they work hard to become a trusted advisor. Remember, clients are not interested in constructing a building, they want what the building will do for them. Therefore, great business development professionals focus on what is important to their clients.

Business Development Isn't AboutSales and Marketing


GAR

RISO

NRE

PORT

DONNA DENNISsenior estimator

leader in construction

Top Project: Bachelor Enlisted Quarters, Naval BaseBottom Project: Okkodo High School Renovation, Dededo

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UK


REPO

RTS/

IN

FORM

ATIO

N

gca construction news bulletin march 2015

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