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A new ELECTRI International research project is now available to CECA Members

Friday, February 28, 2014

The Blueprint for Electrical Contracting Firm Business Development was generated by Thomas E Glavinich (University of Kansas), David R Riley (Penn State University), and Justin Reginato(California State University, Sacramento), working with a Task Force of 16 electrical contracting industry leaders. The researchers define business development as the leadership function that ensures a sustainable business future for an EC firm through continuous improvements to its processes and services to better meet current and future customer needs.

The premise of the study is that business development is not just about a new service or technology that an EC firm can offer its customers. It is equally about employing innovative ways of delivering business process or production process services in a highly competitive market.

The researchers created a manual that provides EC firms with an understanding of business development and explains why business development is crucial to a firm’s continued success and survival. The manual also shows through examples and case studies how to implement – successfully – a business development strategy.

While the manual applies to EC firms of all sizes, its focus is on smaller EC firms (the majority of the industry) that may not have the time and resources to dedicate to business development. The manual provides a step-by-step process for EC firms to develop a business plan by addressing each of seven key elements:

Purchaser/Customer

Product/Service

People

Production/Delivery

Promotion

Pricing

Profit

A summary of the literature can be read on the NECA site: http://www.electri.org/research/blueprint-electrical-contracting-firm-business-development 

CECA Members can obtain a free PDF copy from the CECA Publications page: http://www.ceca.org/c-cart/