Construction projects are often three-year grinds that test relationships and strain budgets. By the end of a difficult build, project teams are ready to walk away. The natural instinct is to protect the current job's margin and prepare for arbitration. That's where executive-level thinking becomes critical.
Kristin recalls a difficult project that exemplifies this. Pre-existing conditions created challenges, and the project team wanted to aggressively pursue change orders. But Kristin saw something different. "Let's look at the bigger picture," she told her team. "This owner is an up-and-coming developer and is probably going to do several more projects of similar size."
The math was straightforward once you expanded the timeframe. They might give up some margin on this project, but this client would likely build again, with each future project worth roughly $30 million. The architect's relationship opened doors to an entire segment of work.
"Sometimes it takes an executive to come in and do that when the project teams are so close. Don't be afraid to escalate conflicts upward and get higher-level, unemotional executives involved."
She formalized this through executive stewardship meetings where leaders from both sides could see beyond current pain points. The project ended without arbitration, resulting in repeat work. The short-term margin sacrifice generated long-term revenue.