Under the Radar: Breaking the Barriers in Civil Infrastructure Contracting

Fear can keep even the most ambitious businesses under the radar. But in the high-stakes world of government contracting, staying unnoticed is not an option. For over 20 years, I’ve worked at the intersection of relationships and regulations to help businesses navigate this complex landscape, one bid at a time.

America’s infrastructure? It’s a mess. Our cities are struggling with fragmented systems and siloed data, making it nearly impossible for a civil engineering firm to scale to $100 million in revenue without immense financial resources. The sales cycles alone—often stretching 12 to 18 months—test the patience and resilience of even the most seasoned professionals.

As Max Gowdy observed, "Our industry hasn’t developed like others—it’s still so new, even though it feels like we’ve been around for decades." This immaturity in infrastructure processes reflects in how projects are bid, managed, and executed. With limited succession planning and slow adoption of innovative technologies, many firms are stuck in a reactive mode rather than proactively shaping the future.

The Role of Relationships in a Crowded Field

Relationships and competition define the game. Winning contracts isn’t just about delivering superior products and services—it’s about knowing how to play. Gatekeepers, often politically connected, dominate the procurement process, adding another layer of complexity. Meanwhile, misinformation about solutions and the shadow of vaporware offerings muddy the waters for everyone.

Jake N. said, "It’s all about trust. You might not sell something on the first meeting, but building a relationship over time makes a difference." This principle is particularly true when competing in a crowded field where, as Jake noted, “getting reliable contacts can be a struggle.” Procurement systems often offer access to decision-makers too removed from the actual projects, making it difficult to align solutions with specific needs.

Social Media: The Unseen Solution

Despite the challenges, an untapped game-changer exists: social media. Too few in the civil engineering space recognize the transformative power of platforms like LinkedIn for building business relationships. These tools can cut the sales cycle in half, opening doors that once seemed locked—if you understand how to use them.

Think about it: how many people are scrolling through social media while at trade shows? The average person spends 3-4 hours on their phone daily, yet we’re sitting at booths twiddling our thumbs, waiting for someone to stop by. It’s wild!

Adding to the complexity, marketing professionals, while exceptional at crafting campaigns and driving brand visibility, often overlook the power of leveraging technology to build meaningful relationships. Building trust and rapport in a digital space requires more than flashy ads; it demands thoughtful engagement and consistent communication. The tools are there, but many fail to connect the dots between marketing strategies and relationship-building outcomes.

The gap is clear—and bridging it is where the opportunity lies

. Mackenzie App-Furcinito pointed out, "The landscape is changing. It’s more digital, and LinkedIn helps maintain ongoing conversations rather than waiting until the next trade show." Podcasts, live events, and direct engagement on these platforms allow firms to bypass traditional bottlenecks and establish credibility with decision-makers.

The Path Forward

The future of civil infrastructure depends on innovation—not just in what we build but in how we connect. From procurement specialists to engineers, understanding the dynamics of relationship-building in this digital-first world will separate the survivors from the leaders.

Max Gowdy reminded us, "We’re not just laborers—we’re robotic technicians. The work we do is critical, and it’s time the world sees it that way." This shift in perception, paired with leveraging modern tools, is essential for progress.

This is a call to action for the industry. If you’re tired of chasing contracts without clarity or fighting uphill battles, the tools are already in your hands. It’s time to shift the narrative, leverage digital platforms, and make smarter moves in building relationships. Because the stakes are too high, and America’s infrastructure needs us to get it right.

Let’s talk—here, on LinkedIn, or wherever innovation meets action. Together, we can rebuild not just roads and bridges but trust and efficiency in a fractured system.

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Chad Smeltzer