Building Trust - Winning Work: How Construction Professionals Can Master Business Development Without Selling Out

Building Trust - Winning Work: How Construction Professionals Can Master Business Development Without Selling Out

Great projects begin and end with trust. This essential guide shows project managers, engineers, superintendents, and firm leaders how to win more work and deepen client relationships without compromising authenticity. Drawing on over four decades of leadership across the A/E/C industry, Harms introduces the Doer-Seller Model , a proven approach that blends technical excellence with genuine business development. Through real-world examples, field-tested frameworks, and actionable insights, readers learn how to: Build credibility and trust long before an RFQ or RFP drops. - Translate technical expertise into meaningful client value. - Lead pursuit teams through capture planning, proposals, and interviews with confidence. - Develop a culture where everyone contributes to business growth. - Learn how AI can help you work faster and more efficiently. Whether you’re leading a billion-dollar firm or managing your first major project, Building Trust – Winning Work provides a clear path to sustainable growth rooted in service, not sales.