How a 100-Year-Old Builder Kills Change Orders with Pre-Construction Mastery

Description In this episode of The Contractor Grow Show, Mark talks with Marc Heiman, President/CEO of New York–based builder Richter+Ratner, a 100+ year construction firm known for complex museums, schools, and civic projects—and for their bold promise of no fee on change orders. Marc unpacks how their T.E.A.R.™ (Technical Evaluation, Analysis, Recommendation) process transforms pre-construction from an afterthought into a profit-protecting advantage for owners, architects, and builders. You’ll learn how shifting from lump-sum bidding to cost-plus/GMP, leaning into fast-track and complex work, and obsessing over constructability and logistics has allowed Marc’s team to deliver high-profile projects with fewer surprises and stronger relationships. In this episode, we cover: Why Marc pivoted a legacy retail-focused firm into museums, schools, and civic workHow the T.E.A.R.™ method reduces change orders through deep pre-construction collaborationThe real difference between lump sum vs. cost-plus/GMP—and why some owners are misledWhy Richter+Ratner charges no fee on change orders and still protects marginsHow referrals from long-term relationships (including a rabbi client) drive $5B+ in workWhy chasing revenue without the right resources can destroy a referral-based businessHow Marc uses teaching, lecturing, and board work to influence the industryThe personal boundaries and mental-health habits that keep a CEO effective long term