Developing personas is a really good way of understanding your construction customer. You can use personas to develop your construction sales and marketing strategy so it is tailored to your customers challenges.

This download introduces the Main Contractor, looking at:

• The role of the Main Contractor
• The Sub-Contractor
• History of construction contracting
• Top Contractors by turnover
• Contractor – size of firm
• The Main Contractor organisation
• Main Contractor roles
• The Design Manager
• The Contractor – influencers
• The Contractor – specialist roles
• The Contractor in the supply chain
• Contract documentation
• Tendering process
• Regulations
• Contractor statistics
• Main Contractor statistics
• Professional Membership
• Communicating with Contractors
• Design tools
• Contractor drivers
• Business challenges

The document concludes with guidance on how to develop your own Main Contractor persona, with a persona template for you to complete.

This guide provides 45 pages of content detailing the Main Contractor, looking at who they are and what their challenges are. Providing an introduction to the Main Contractor and how to create a customer persona.

(originally Published April 2017, Updated September 2022)

• Summary
• Contractor within the Decision Making Process
• The Main Contractor
• The Sub-Contractor
• History of construction contracting
• Top Contractors by turnover
• Contractor – size of firm
• The Main Contractor organisation
• Main Contractor roles
• The Design Manager
• The Contractor – influencers
• The Contractor – specialist roles
• The Contractor in the supply chain
• Contract documentation
• Tendering process
• Regulations
• Main Contractor statistics
• Professional Membership
• Communications
• Communicating with Main Contractors
• Design tools
• Main Contractor Product Selection drivers
• Business challenges
• Developing your Main Contractor persona
• Who are your buyers?
• Challenges and Goals
• What drives their decision making?
• Communication channels and sales tools
• SEO
• Creating your persona
• What you can do
• Negative personas

What is the Understanding the Main Contractor guide?
This is a downloadable guide that explains how to research and build a main contractor persona to improve your sales, marketing and specification strategy in construction markets.

Who is this guide for?
It is designed for construction product manufacturers, suppliers, marketers, business development teams and consultants who want insight into how main contractors think, what drives them and how they make decisions.

What does the guide cover?
The guide explores:

• Who main contractors are and what they do

• Their role in project delivery and specification

• How they evaluate products and solutions

• Common challenges, priorities and decision drivers

• How to build a main contractor persona

• A practical persona template to apply in your strategy

Why is it useful to develop a main contractor persona?
Understanding main contractors helps you tailor messaging, technical content and engagement strategies so they align with their workflows, priorities and decision-making, improving relevance and commercial impact.

How long is the guide?
The guide is a practical, focused resource designed to be easy to use with a persona template you can apply directly in your business.

How do I get this guide?
You can download it by adding it to your cart on the website, or request an invoice by emailing sarah@misca-advisors.com with your billing details.