We help construction and heavy industry contractors grow using the right BD system

What is BD really?

No business owner wants to shrink their business, but few truly understand what business development is, or the value of concentrated efforts, aligned marketing based on a clear strategy, and a functioning BD ecosystem build on repeatable, proven systems. Some make it up as they go. Others get it and yield the benefits.

A BD system requires a different mindset to doing business as usual. Most owners are aware of latent opportunities with potential to grow their business but lack the bandwidth and capacity to capitalise on them. Investing in business development and marketing, whether through technology and additional resources can change that.

How are you tackling business development?

Contractor who wings BD

  • No documented strategy

  • Going by gut feel

  • Reactive client/partner relationships

  • Short term ‘weeds’ focus

  • Ad hoc investment that is difficult to manage and measure

  • Revenue is the only KPI

  • Project/product focus

lacks

  • BD mindset - BD is an add on

  • Focus - Chase and price anything

  • Priorities - Everything is important, so nothing is important

  • Commitment - BS is ad hoc, reactive, not linked to strategy

Contractor who gets BD

  • Clear, documented goals

  • Market research and analysis

  • Targeted relationship building

  • Balance of short, medium and long term horizons

  • Consistent implementation

  • Data tracked and measured

  • BD resourced to win

Invests

  • Time - Is patient, sees the long term

  • Resources - People, tech, assets

  • Effort - Builds systems and structure that support implementation

Do you wing it or get it? Take our 10 question scorecard and find out.

introducing the BD Ecosystem

The BD Ecosystem is designed for contractors and consultants who:

  • Want to break into a new geography or market and be known for something beyond historical services

  • Have seen projects fall away through tender losses, a tightening market, or broader sector and economic changes

  • Don’t have BD capacity or capability inhouse, but recognise next level growth requires something different to business as usual

  • Have an urgent need, but recognise the dopamine hit of pricing anything doesn’t solve the longer term problem of a sustainable pipeline

  • Have had difficulty sourcing a strategic BD professional that understands their business, industry, strategy, problems you solve and target clients

  • Are ready to invest in BD support and education instead of relying on their technical expertise and existing network.

Working through The BD Ecosystem starts with identifying where you are now and builds solid foundations in a BD ecosystem that underpins sustainable growth.

industries served

Construction

heavy industry

mining

decomissioning

demolition

engineering

commercialisation

recycling / resource management

levels we work with

Executive

Senior management

Implementation teams

Benefits of the process

Clarity and direction

Understand exactly where your business stands in BD. Focus effort where it creates the most impact.

Framework and focus

Work within a clear, data informed system. Direct time, budget, and energy toward priorities that drive growth.

Right clients, right projects

Build a healthy, consistent pipeline. Win work that fits your capability and delivers stronger results.

Growth and development

Lift BD capability across the team. Continuous improvement, not a set and forget exercise.

about macushla collins

With a background as a business owner and professional BD roles in construction and heavy industry, Macushla is director of The BD Edge.

She knows firsthand the value of effective business development and marketing that supports business growth and recognises technical business owners and founders often find it difficult to identify and implement the BD structure and systems needed. Macushla leads the team to synthesise the many elements of a business’ offering into a cohesive and effective approach that delivers meaningful results.

Macushla developed the Think | Build | Grow model by drawing on her Masters studies in commercialisation and two plus decades of working with engineers, project managers, and contracting firms in a business development, tendering, and market facing capacity. In practice, the model aligns every aspect of the contractor’s go-to-market BD ecosystem, including strategy development, technology and AI implementation, client selection and pursuit, tendering and marketing asset creation, market positioning, and BD performance tracking.

Through The BD Edge, Macushla brings together complementary specialists in strategy, technology, marketing, and communications to help contractors build a cohesive BD ecosystem that supports sustainable growth.

The BD Edge provides BD consulting services for specialist and trade contractors in the Australian construction and heavy industry sectors.

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