Barnett Southern engineered its commercial side.
A contractor whose field ran on method and whose sales ran on memory. Inselligence designed the people and the process, directed the HubSpot build to that design, and now runs the commercial system alongside the team as its Embedded Practice.
"We build things for a living, so we understand that nothing stands up without a foundation. Our commercial side never had one. Inselligence gave us a documented sales process, a CRM our people actually use, and a playbook that no longer lives in one person's head. We can see the work coming now, rather than finding out about it at the bid deadline."
Disciplined in the field. Running on spreadsheets in sales.
Barnett Southern is a contractor first. Preconstruction, estimating and field operations were disciplined and well run. The commercial process that fed them was not.
Sales ran on Excel spreadsheets and depended on individuals. Opportunity information lived with people rather than in a system, business development had no documented method to follow, and there was no reliable way to see what was coming before it arrived as a bid deadline.
A foundation for the commercial side.
Engaged
Sales and marketing operations taken on by Inselligence, with the commercial system designed before any software was configured.
Written down and maintained
The sales and marketing process documented end to end, and kept current as the business changes.
Built to the process
Configured to the way Barnett actually pursues work, and adopted by the team.
Onsite program reviews
Leadership and Inselligence review the program in person, on a fixed cadence.
- The people and the process, designed first: who owns each part of a pursuit, and how work moves from first contact to the estimating desk.
- HubSpot, built by an implementation partner that Inselligence directed and supervised against that design, with a usage guide written for that configuration and training for the team.
- Business development organized to feed the estimating pipeline, so estimating sees the work that is coming rather than only the work that has already arrived.
- A written Sales Playbook covering the sales and marketing process end to end, maintained as the business changes.
- Recurring process audits and a supervisory meeting cadence, so adherence is reviewed rather than assumed.
- The Inselligence platform, making pipeline health and forecast visible to leadership.
Architecture before automation. The CRM was not the starting point. The roles, the stages and the handoffs were designed first, and HubSpot was built to carry that design. Software deployed onto a process that was never engineered scales the problem; software built to an engineered process makes it repeatable.
Practitioners, not a software vendor. Inselligence directed the implementation partner rather than handing the design to them, which is why the system fits the way a heavy civil contractor actually wins work.
Seeing the work coming before the bid deadline.
Barnett Southern now has an engineered commercial system, with visibility of what is actually happening on the job pipeline.
Business development runs on a documented method rather than individual memory. Leadership has forward visibility of pursuit activity instead of a retrospective view, and the institutional knowledge that used to walk out the door each evening is written down and maintained.
"Inselligence gave our commercial side the same discipline we already had in the field."
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