How To Find Construction Project Leads

How to Find Construction Project Leads

I have been dying to do another blog on this because I’ve talked about different frameworks before, and now in this blog I get to focus on a specific framework that I absolutely love. Having worked in both massive general contractor environments and small contractor settings, I’ve seen two very different approaches. Today, I’ll share those two frameworks with you.

What Really Gets You the Next Project?

For a long time, I thought landing your next project came down to one main factor. But now I know it’s really a combination of four.

1. Project Delivery:

How you deliver the project matters a lot. We’re not just building a project; we’re interviewing for the next. Clients want to know you can deliver results and provide an experience they value.

In some regions, like the Midwest, Southeast, and parts of Canada, repeat business is common. But in places like the Northeast, California, or Arizona, even if you do great work, politics or selection methods might still keep you out. Regardless, delivery always impacts your ability to get future work.

2. A Great Team:

Having the right team is just as important. I’ve been part of interviews for major projects, and the teams that win are always dynamic, connected, and high-functioning. When clients sense dysfunction or risk, they walk away. But when the team has strong energy and synergy, they’re much more likely to win.

3. Relationships:

Being on preferred contractor lists, public lists, or job order contracts helps, but nothing beats real relationships. The most effective project executives, VPs, and business development leaders are constantly out there connecting with potential clients, building trust, and treating them well whether or not there’s an active project.

Proposals and interviews matter, but they’re a small percentage compared to the weight of relationships and team strength.

4. Marketing Strategy – The Marcus Sheridan Method:

For medium-sized contractors, small firms, and subcontractors, the They Ask, You Answer method by Marcus Sheridan is a game-changer. I first heard him at a Dirt World conference, and his framework pulls inbound marketing concepts together in a powerful way.

Here’s the essence:

• Brainstorm all the questions clients ask before buying.
• Research how people actually type those questions into Google, YouTube, or AI tools.
• Create blogs, posts, and resources that answer those questions directly.

When clients find answers on your site, they trust you. If they can’t find information, pricing, comparisons, or explanations, they get annoyed and leave. By openly answering questions (even ones about competitors), you position yourself as the trusted partner.

This strategy works alongside repeat business and relationship-building, funneling leads straight to you.

Key Resources

If you’re interested in diving deeper, here are four books I highly recommend:

1. They Ask, You Answer – Marcus Sheridan.
2. YouTube Optimization – Nate Woodbury (available on Amazon).
3. The Power of Moments – Chip & Dan Heath.
4. Getting Naked – Patrick Lencioni (don’t Google this with image search on!).

Together, these resources will help you understand marketing, customer service, and relationship-building at a much deeper level.

Lead Generation Without Cold Calling

One common question I get is: “How do I get more construction work without cold calling?”
The answer: follow the They Ask, You Answer model and focus on real relationships. Serve your clients, give freely, and position yourself as the go-to resource.

What Gets You Called Back?

Simple: make your client’s life easier. If working with you is a headache, they won’t return, no matter how good the final product was. But if you remove friction, bring good energy, and deliver without constant conflict, they’ll call you again.

Building Long-Term Relationships

The principle here is simple: give, give, give. Not to get something back, just to give. Support your clients, your industry, and your community. When your brand is known for generosity and service, people will seek you out for work.

Key Takeaway

Winning more construction projects isn’t just about proposals or cold calls, it comes down to how you deliver your projects, the strength of your team, the relationships you build, and using strategies like Marcus Sheridan’s They Ask, You Answer to attract clients through trust and value.