When considering the construction industry, business development and marketing isn’t always the first thing that comes to mind. However, just like any business, it’s truly the fuel that makes many construction projects a reality. According to Rachel Treanor, Director of Business Development and Marketing for Crossland Construction Company’s Kansas City Region, “Business development and marketing in a professional service firm is an integral part of feeding the pipeline. A company like Crossland cannot get a steady feed of over 500 projects a year without people consistently getting out and telling the company’s story.”
In this week’s Behind the Build, we learn more about Rachel’s journey in the business of construction and what drives her to succeed. Read on, below.
What’s unique about Crossland Construction Company?
The company was started 42 years ago in the home of our founder and CEO, Ivan Crossland. Ivan needed a way to support his growing family of 10 children, so he built and grew the company from the ground up.
Today, Crossland ranks in the 100 top general contractors in the United States, has nine offices nationwide and over 1,600 employees.
The story behind Crossland Construction is that of strength and perseverance, and humble beginnings. It’s truly the American dream. The legacy that Ivan has created is inspiring and teaches us all never to be afraid to follow a dream and what you believe in your heart.
Tell us more about your role at Crossland.
I’ve been in the AEC industry for almost 20 years now. I have a technical degree and experience in project management. Throughout my career, I have worked in the field, and have experience with all phases of the project lifecycle- from conception through completion. Over the years, I have gained experience of how professional construction services are bought and sold, and how they relate to the client’s development objectives.
This field experience has allowed me to excel in my current role as in business development and marketing. I am consistently conducting market research to identify markets and opportunities to give us the best opportunity to obtain work and positions Crossland strategically for future work.
Business development and marketing in a professional service firm is an integral part of feeding the pipeline. A company like Crossland cannot get a steady feed of over 500 projects a year without people consistently getting out and telling the company’s story.
I believe that “People do business with people they like.” My job is to make the firm more likable, and accessible to those who need us. . I am responsible for making new relationships, and maintaining existing relationships, to ensure Crossland remains top of mind for those needing construction services.
In addition, I serve as a brand ambassador for Crossland, and consistently work to promote the company’s most positive attributes. This includes procuring and positioning professional signage on our jobsites and ensuring the signage is positioned for optimal exposure and engagement. My work ensures the company’s image in the marketplace is portrayed as positively as possible.
What gets you excited to wake up and come to work?
Anybody who knows me knows that I’m a people person, and I thrive on my connections, both personally and professionally. My father taught me at an early age that your “Network is your Net-worth.” These principals help me succeed as a business development professional.
For me, a good day is when I have the chance to meet with people, and listen to their stories, and ultimately provide some type of support and feedback that’s positive and relevant.
What is the most challenging part of working in the construction industry?
Competition is fierce in construction, and it’s important to remember that nothing is personal. A good rule to remember is, “What stands in the way, most often is the way”, meaning that fear and courage are not mutually exclusive. Putting yourself out there can be scary, and intimidating, but it important to remember it is not personal if Crossland Construction is not the best fit for a specific project at that time. The goal is to position and promote the company for opportunities and to continually work to provide resources and solutions for others.
How has PlanGrid changed the way your company does business?
The first time I saw PlanGrid was when one of our project managers showed it to me, and I immediately understood the benefits. I observed our project management and field staff quickly accessing project plans, photos and information from any device.
At Crossland, PlanGrid has helped to create a single source of truth for projects, in one convenient and flexible system, able to integrate with a variety of our other technology platforms.
As clients continue to become more and more educated, and projects continue to become more and more complex, the need for effective construction technology is critical More businesses are choosing to take their complex and expensive, investment projects to Crossland because they trust we can do it. We need to ensure we are evolving with technology to provide the best service possible. PlanGrid helps us deliver.
Crossland has been growing immensely. What is the secret sauce to your business success?
In recent decades, Crossland has been growing at an exponential rate and has a small centralized operation to a modern sophisticated national company. The business remains family-owned and includes four divisions. Our success relates back to the idea that people gravitate towards something they can relate to which is the story and approach of our humble beginnings and our solid core values of; trust, responsibility, integrity and passion for construction, that resonate throughout all that we do.