Solution
Finding new clients in construction
Broadening a portfolio means identifying the accounts genuinely within reach, then opening the relationship with a legitimate reason rather than a generic approach.
- A map of reachable accounts
- Contextualised introductions
- Reduced client dependence
Why this challenge exists
Most construction businesses have grown through referral. That model works until the day it stops.
A portfolio built on referral is efficient but fragile: it depends on a handful of relationships, it follows the cycles of its clients, and it does not renew itself when the market contracts.
Opening up to new clients rarely fails for lack of effort. It fails because it is attempted between two projects, without a written target, and interrupted the moment activity picks up again.
- 01
Dependence on a few accounts
When two or three clients represent most of turnover, any variation becomes structural.
- 02
Intermittent prospecting
Commercial effort stops as soon as production resumes, which prevents any continuity.
- 03
A message centred on resources
Listing headcount and plant does not explain what the client gains by changing provider.
Who this solution is for
Firms dependent on one client
Businesses whose activity comes largely from a single long-standing account.
Recently established companies
Firms with recognised expertise but a still-limited commercial network.
Subsidiaries without a local team
Operations that must build a portfolio without a sales force on the ground.
How ADVERTCIX approaches this
We start from your actual references to identify comparable accounts, then verify how reachable they are: decision structure, incumbent providers, renewal timing.
The approach is then prepared. Each contact rests on a specific reason — an identified operation, a scarce capability, an observed complementarity — rather than a generic company presentation.
Mapping before contact
We identify the real roles in the decision before any approach is made.
An explicit reason to make contact
Every approach rests on a verifiable reason the recipient can understand.
Follow-up over time
An account unavailable today is rescheduled rather than abandoned.
How the engagement runs
- 01
Analysis
Review of the current portfolio and the most significant references.
- 02
Mapping
Identification of comparable accounts and their decision chains.
- 03
Preparation
Building the reason to approach and the messages per segment.
- 04
Approach
Direct contact with the identified decision-makers.
- 05
Introduction
Arranging the conversation with context shared on both sides.
- 06
Consolidation
Follow-up on opened accounts and rescheduling of deferred ones.
Services involved in this solution
Business introduction and intermediation
Contextualised introductions to the identified decision-makers.
Strategic commercial consulting
Clarifying the positioning and the message addressed to new accounts.
Common mistakes we work to avoid
Targeting too broadly
A long list feels like activity but spreads effort across unreachable accounts.
Confusing visibility with access
Being known to a client does not mean appearing on their tender list.
Ignoring timing
Approaching an account outside its renewal window produces a polite dead end.
Giving up after a refusal
A documented refusal is useful information, not a permanent closure.
What you obtain
A less concentrated portfolio
Dependence on one major client decreases gradually.
Better prepared conversations
Both parties hold the context before the first meeting.
Commercial continuity
Effort no longer stops the moment production picks up.
A reading of the market
You know who decides, where, and at what point in the year.
Sectors where this solution applies
Finishing trades
Firms seeking to widen their base of specifying main contractors.
Engineering practices
Organisations aiming to engage clients earlier in the process.
Technical providers
Companies whose capability is scarce but poorly identified in their market.
Suppliers
Businesses needing a relationship with both specifiers and buyers.
Frequently asked questions
Continue reading
Related solutions
- Develop partnerships
When access to an account runs through an already-approved third party.
- Expand in France and Benelux
When broadening the portfolio involves a new territory.
Related services
- Business introduction
The introduction method applied to target accounts.
- Commercial prospecting
The continuous detection setup.
Let's examine your portfolio and where it can grow
A first conversation identifies the accounts genuinely reachable in the near term.