Another financial year in the books. And in construction, that’s not just about tallying wins and losses, it’s about pressure-testing your pipeline. Is it built for what is actually ahead? 

FY25/26 won’t reward noise. It’ll reward clarity. Precision. Knowing who’s building, where, and why before the shovel hits the ground. 

In BCI Central’s latest Construction Sales Success Webinar: EOFY Strategy Session, Paul Harman (Head of Sales Qualification & Training) and Mai Lor (Account Manager) laid it out plain: forget gut instinct. Let the data lead. Target the decision-makers who matter. Build strategy that mirrors reality, not memory. 

“You might be working hard”, Harman said, “but are you working smart? EOFY is the time to re-evaluate your strategy, not just your numbers”. 

From gut feel to game plan 

One of the most powerful insights from the session was a shift in mindset: moving from gut feel to data-led sales strategy. With tools like LeadManager dan Analisis, teams can track real-time construction activity across regions, identify key decision-makers and engage early, well before projects hit tender. 

“The clients that do really well aren’t just making decisions based on instinct”, Harman said. “They’re using internal and external data to shape the future.” 

This isn’t just about chasing leads—it’s about targeting the right ones. Whether it’s uncovering emerging suburbs with residential growth, or mapping relationships between developers and subbies, project intelligence unlocks a level of focus that spreadsheets simply can’t. 

Time, as ever, is money. And manual research? It’s draining both. 

“Manual research takes your salespeople away from what they do best—engaging clients, building relationships and closing deals”, Harman said. “That’s not just inefficient. It’s expensive.” 

The webinar unpacked the hidden cost of inefficiency, data entry, fragmented workflows and chasing outdated tenders, and made a compelling case for automation and CRM integration as a priority in FY25/26 planning. 

The most competitive firms today aren’t just product-pushers. They’re problem-solvers. Paul highlighted how client expectations have changed fast. 

“It’s not enough to maintain relationships”, Harman said. “You need to engage at the right time, when there’s a project on the go and a problem you can solve.” 

This requires not just contact lists, but context. By tracking client activity across planning, approval, and construction stages, sales teams can deliver relevance, not just reach. 

Smarter pipelines, not just bigger ones 

Rather than chasing volume, the webinar urged attendees to define clear strategic targets: the sectors and clients with the highest likelihood of conversion. 

“Don’t just chase volume”, Harman said. “Chase targeted volume. Focus on the clients that can benefit most from what you offer and do it with a best-practice approach.” 

The construction landscape isn’t static, and neither should your strategy be. As Harman reminded attendees: 

“It’s not just about keeping staff; it’s about training the right people to deliver a return on investment. The cost of losing good talent is far higher than we think.” 

According to Mai Lor, you can’t build the future with last year’s map. Not in this market. The “smart ones” are already realigning, watching where the momentum is moving.  

“Whether you’re aware of upcoming projects or not, we’re here to help you set up a smarter strategy using real-time data”, Lor said. 

“Even if you’re focused on a single region or sector, we can show you exactly where the activity is and where your sales team should focus next.” 

🎥 Missed the live webinar? Catch up anytime—watch it on demand for free! 

Watch the full EOFY Strategy Session to uncover how project intelligence can fuel smarter growth, better client engagement, and stronger results. 
 
📞 Or reach out to our team for a personalised walkthrough of BCI’s sales enablement tools.