Why Sales Skills Are Underrated in Construction - Jonathan Naylor - EP26

Jonathan Naylor is the Managing Director of Concept Construction, a multi-million-pound contractor specialising in the retail and leisure sectors. Jonathan’s journey into construction is far from typical. Starting out in a builder’s merchants, he worked his way up through the industry with an instinct for sales and a natural ability to build and retain strong client relationships. That commercial edge has been central to his success but it’s also given him a front-row seat to the issues holding the sector back. In this episode, Jonathan speaks openly about the realities contractors face today: from tender packs getting thinner and pushing design responsibility onto contractors, to the growing problem of blended roles: where, for example, designers are asked to evaluate tenders despite not being trained surveyors. He shares how these shifts are reshaping the way projects are won, priced, and delivered. We explore: - How Jonathan went from the merchant’s desk to running a multi-million-pound contracting business - Why client relationships are the lifeblood of sustainable growth - The impact of poor-quality tender packs on contractors and project outcomes - Why blended roles and cost-cutting measures could be hurting the industry in the long run Jonathan brings honesty, insight, and a practical perspective on what it takes to survive and succeed in today’s construction market.