Fletcher and Chad dive deep into one of the most critical and often overlooked challenges in scaling a commercial construction business: taking the estimating hat off the owner's head.
They explore:
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Why owners must eventually delegate estimating to scale effectively.
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The two main paths: grow an estimator internally vs. recruit one from a competitor.
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Growing your own estimators: Preferred degrees, expected timeline (3–5 years), and how to differentiate between technical estimating and executive pricing strategy.
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When to hold on to pricing and sales as an owner even after hiring an estimator.
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Outsourcing and offshoring estimating work: what works for trades, what doesn’t for GCs, and how relationships remain key.
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How to attract experienced talent from competitors: understanding the top 3 gripes they have—compensation, lack of influence, and burnout in “bid factories.”
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Recruiting strategies: From warm outreach and pain-point probing to long-game relationship building with high ROI.
Key Takeaways:
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Investing in the right estimator—whether a junior you train or a seasoned pro—can unlock millions in revenue growth.
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Don't confuse estimating with pricing or sales. Each has a distinct role and impact.
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Treat outsourced/offshored team members like internal staff: communicate, manage, and integrate them thoughtfully.
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Pay and empower your estimators—they’re often your #1 revenue generator.
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