Business development in construction is often measured by the projects that are secured. Wins are celebrated, contracts are signed, and teams move forward into delivery. But for every success, there are also near misses – opportunities that, despite best efforts, don’t fall our way. Both outcomes matter, because each provides lessons that strengthen our ability to support clients and adapt to a market that is changing fast.
In our current construction climate, developers and contractors are balancing rising costs, labour constraints, and increasing regulatory requirements. Against this backdrop, business development is not about chasing volume — it is about building trust, demonstrating value, and helping clients navigate new ways of building. Wins and losses alike provide valuable insight into how those objectives can be achieved.
What Success Teaches Us
When a project is secured, it’s rarely the result of a single presentation. Success is built on preparation, clear communication, and the ability to align what we do with the client’s priorities. Increasingly, those priorities include certainty of programme, reduced reliance on scarce on-site trades, and compliance with tighter energy performance standards.
The lesson from these wins is clear: clients are looking for more than a supplier. They want partners who can de-risk their projects and provide confidence that delivery will be on time, on budget, and in line with regulations. That confidence is where timber frame solutions stand out.
What Near Misses Teach Us
Near misses can be more challenging, but they often provide the most powerful lessons. Sometimes the timing isn’t right for a client. Sometimes internal pressures drive a decision back towards traditional methods. And sometimes we learn that we could have communicated the wider benefits of timber frame more clearly.
Each of these moments helps refine our approach. They sharpen our understanding of how developers make decisions and highlight where additional guidance or reassurance is needed. More importantly, they strengthen our long-term relationships. A project not secured today is often an opportunity postponed rather than lost.
Bridging the Gap for Clients
Whether the outcome is a win or a near miss, our business development team plays a vital role in bridging the gap between traditional brick-and-block construction and timber frame. For many clients, timber frame is a new way of building, and the detail matters. From sequencing follow-on trades to understanding how design for manufacture and assembly (DfMA) changes the build programme, our role is to make the transition smooth and predictable.
By sharing the lessons of both wins and losses, we build resilience within our team and clarity for our clients. Each project pursuit strengthens our ability to provide the guidance developers need when exploring timber frame for the first time.
In a housing market where demand continues to outstrip supply, and where efficiency and certainty are at a premium, every experience adds to our knowledge. Wins validate our approach; near misses push us to refine it. Together, they shape a business development mindset that is resilient, strategic, and focused on long-term success.
To speak to our team about your next project, email info@deesidetimberframe.com or call us on 01569 767 123.