Smaller construction CEOs often see sales as something ‘separate’ from operations. In reality, the pipeline IS an operational system, determining utilisation, project scheduling, cashflow stability, and even crew morale.

Firms that maintain a 12‑week rolling pipeline forecast achieve:

• 30–40% more predictable revenue

• 20–30% more efficient crew utilisation

• Lower variability in month-end cash positions

The highest-performing firms build a pipeline machine consisting of three channels:

1. Direct outbound to property managers, facility directors, and commercial owners

2. Referral architecture with engineers and PM firms

3. A content engine demonstrating expertise weekly

Predictability is a competitive advantage in this industry.

Stefano Solferini MBA, BSc

Chairman, Marco Polo Group

www.marcopologroup.net