THE CHALLENGE Entering their 125th year, EW Howell had seen sales plateau, despite the construction boom in New York City. The company was focusing its BD efforts on securing a share of the residential/mixed-use construction market, which was an intuitive move based on their proven ability to perform effecively as a top General Contractor in the complex Manhattan construction market.
Once we assessed the core capabilities of the organization, analysed the sector and spoke with key clients, we discovered that, although intuitive, the move to go after residential construction was inhibiting their growth. Clients told us they buy strictly on track record and EW Howell’s track record in residential construction wasn’t strong.
Alternatively, their track record in Arts & Culture, Healthcare, Education and Retail construction was second to none, so by shifting focus from residential to these key areas, we knew sales would grow.
To do this effectively we recommended elevating the company from a CM/GC firm to a Construction Group, with 4 focused, best-of-breed Construction Divisions.
This strategy helped focus their business development efforts and helped differentiate them from more generalist competitors and sales took off.
ARTS & CULTURE CONSTRUCTION DIVISION VIDEO
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EDUCATION CONSTRUCTION DIVISION BROCHURE
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EW HOWELL CONSTRUCTION DIVISIONS
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