Blueprint for Electrical Contracting Firm Business Development

The Blueprint for Electrical Contracting Firm Business Development was generated by a team of investigators working with a Task Force of 16 electrical contracting industry leaders. The researchers define business development as the leadership function that ensures a sustainable business future for an EC firm through continuous improvements to its processes and services to better meet current and future customer needs.

The researchers created a manual that provides EC firms with an understanding of business development and explains why business development is crucial to a firm’s continued success and survival. The manual also shows through examples and case studies how to implement – successfully – a business development strategy.

While the manual applies to EC firms of all sizes, its focus is on smaller EC firms (the majority of the industry) that may not have the time and resources to dedicate to business development. The manual provides a step-by-step process for EC firms to develop a business plan by addressing each of seven key elements: Purchaser/Customer, Product/Service, People, Production/Delivery, Promotion, Pricing, and Profit.



David Riley
Justin Reginato
Thomas E. Glavinich


California State University Sacramento
Pennsylvania State University
University of Kansas

Publication Date:

February 2014

Format & Size:

Soft cover, vii and 27 pages

Index Number:


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