🔗 Take the Project Fluent Assessment at projectfluent.scoreapp.com

Most construction pros are never formally taught how contracts actually work—or how risk gets silently shifted onto the people doing the real work. In this episode, we sit down with construction attorney and UC Davis instructor Megan Shapiro, who has spent 15 years litigating disputes and helping subcontractors, manufacturers, and trades avoid the same avoidable mistakes she sees every day in court.

We talk about why some manufacturers absolutely belong on job sites, the dangerous myths around "no redlines," and how Megan's OWN framework (Optimize, Weigh, Negotiate) helps subs protect their business without walking away from the work they need to win.

We also get into power dynamics across the construction food chain, navigating contracts in high-pressure environments, and what it's really like to be a woman showing up with authority in a male-dominated industry. And of course, how Converge Construction Summit went from an offhanded LinkedIn comment to one of the most energizing collaboration hubs in the industry.

🔗 Take the Project Fluent Assessment at projectfluent.scoreapp.com

We're back! And we're starting with the uncomfortable truth: your salespeople might be collecting hotel points instead of closing deals. Join Tim and Carolina as they unpack why job sites are where the real intelligence lives, how to get out of industry echo chambers, and why curiosity is your competitive advantage.

After taking a break, Tim Seims and Carolina Albano are reuniting to bring you fresh perspectives on the ConTech and building products industry. In this relaunch episode, they tackle one of the industry's biggest challenges: getting salespeople out of the office and onto job sites where the real opportunities live.

In This Episode:

• Why job site visits are the most underutilized sales tool in building products
• The shocking gap in sales training that's costing manufacturers millions
• How to break out of industry echo chambers and avoid the "rut" trap
• Why software salespeople need job site skills too
• The difference between commission breath and actually adding value
• How curiosity and learning create competitive advantages
• Insights from the Venveo Building Products Customer Workshop
• The timeless fundamentals that AI and software can't replace

Key Takeaways:

• Manufacturers are sitting on 70,000+ leads without a strategy to work them
• The building owner, GC, architect, and installer all speak different languages—and you need to learn them all
• "Don't assume other people know what you know"—your experience is someone else's gold
• A rut is just "a grave with the ends kicked out"

Whether you're in commercial, residential, sales, technical, or leadership, this episode will challenge you to think differently about how you engage with customers and invest in your own growth.

This episode is brought to you by Job Site IQ - Take the assessment at JobsiteIQ.scoreapp.com to discover your job site intelligence and learn how to add more value on every visit.

Connect with us:

• Email: tim@buildperspectives.com or carolina@buildperspectives.com
• Find us on LinkedIn/Carolina LinkedIn/Tim
• Subscribe and leave a review to help us grow!

The construction industry's 40-year experiment with specialization is ending. What I'm calling "encroaching vertical integration" isn't just a trend—it's a fundamental reshaping of how projects get built. And the companies that miss this shift will find themselves squeezed out of the value chain entirely.

Most commercial construction projects finish over budget and over schedule. That wasn't happening 40 years ago when GCs self-performed everything from grading to casework. The "ballooning" of our industry through specialization created layers of margin, scope gaps, and coordination nightmares that are finally forcing a correction.

1. GCs Going Rogue Companies like Swinerton, DPR, and Windover aren't just managing projects anymore—they're bringing building envelope, carpentry, and concrete work back in-house. They're buying panel machines, butterfly tables, and steel rollers. Why? Because being a project manager with no control over performance is the least profitable way to build.

2. Trades Playing Offense Drywall contractors aren't content being subs anymore. They're positioning themselves as prime contractors, offering GC services to owners directly. The specialists are becoming generalists again.

3. Manufacturers Thinking Like Boeing Take Sango Ben's prefab partnerships. Manufacturers who traditionally just made "stuff" are now doing full wall assemblies. They're moving from component suppliers to system integrators—and that's where the real margins live.

Here's what nobody's talking about: QXO's acquisition of Beacon isn't just about scale. It's about positioning for the biggest disruption in construction distribution since Home Depot.

Imagine ABC Supply or QXO calling on architects like manufacturers do. Running lunch-and-learns. Writing specs. Building primary demand instead of just fulfilling orders. Most distributors are glorified logistics companies collecting AR. The winners will become strategic partners who can prove ROI to manufacturers through specification influence.

The math is simple: If you control specification, you control everything downstream.

A 1000-room resort north of Dallas proved the concept. They built an assembly line right on the job site—welded tables, crane-ready facades with windows, waterproofing, rock wool, and cladding integrated. Two and three-story unitized assemblies installed like Lego blocks.

This wasn't just efficient construction. It was manufacturing mindset applied to building. And it's scalable.

If you're a manufacturer: Start thinking assembly, not components. The companies buying just your product are becoming your competitors.

If you're a GC: The question isn't whether to self-perform more. It's which trades to bring in-house first.

If you're in distribution: You're either becoming a strategic partner or a commoditized middleman. There's no middle ground.

If you're an investor: Look for companies crossing traditional boundaries. The biggest returns will come from businesses that control more of the value chain.

We're watching a $2.2 trillion industry reorganize itself in real time. The silos that defined construction for 40 years are converging into something that looks more like manufacturing.

The companies that understand this shift aren't just adapting—they're designing the future of how we build.

Nichiha USA - Where I lead Interiors Strategy, focusing on mass timber integration and adaptive reuse projects. Our fiber cement architectural panels are enabling the prefab revolution. nichiha.com

Advancing Prefabrication: Unitized Façades & Panelization June 9-11, 2025 | Dallas, Texas The event where these ideas get turned into action plans. Use code BP10 for 10% off: Register here

Build Perspectives explores the technologies and strategies reshaping construction. Hosted by someone who's spent years in the trenches—from swinging hammers to building go-to-market strategies for the industry's most innovative companies.

Subscribe, rate, and share if this resonates. The construction industry deserves better than "that's how we've always done it."

In this illuminating episode of Build Perspectives, we bring together two mass timber industry veterans to break down the economics, challenges, and future of this growing sector. Erica Spiritos and Roy Anderson to offer invaluable insights into the nuanced world of mass timber pricing and market dynamics.

• Understanding the Mass Timber Performance Index: Discover how the index helps quantify costs in an industry where traditional pricing models don't apply https://masstimberconference.com/report/content/mass-timber-price-index-2024/
• Debunking the "Commodity" Myth: Learn why mass timber is a value-added product rather than a commodity, despite some industry confusion
• Capacity Reality Check: Current manufacturers are operating at under 50% capacity - addressing the "supply stalemate" holding back wider adoption
• Regional Mass Timber Ecosystems: Why building with locally-available species is crucial for sustainability and market growth
• The Complete Value Chain: From raw lumber to fabrication services, understanding the full cost structure of mass timber projects
• Supply Chain Challenges: Issues with lumber thickness, moisture content requirements, and forest management policies affecting the industry
• Future Outlook: Predictions on vertical integration, standardization, and the breaking of the "supply stalemate"

"Mass timber accounts for 0.5% of softwood lumber consumption in North America - it's a drop in the bucket."

"I think our climate crisis and our housing crisis together are demanding [standardization] of us."

"In the next couple years... we're going to see a 25-50% increase in capacity in the United States with new facilities coming online on both coasts."

• Erica Spiritos: VP at Timber Lab and Director of Washington Mass Timber Accelerator https://www.linkedin.com/in/erica-spiritos-7b34051b/
• Roy Anderson: VP at Beck Group and author of the International Mass Timber Report https://www.linkedin.com/in/royanderson1968/

• Last year's 2024 Entire Mass Timber Report https://masstimberconference.com/report/
• Use discount code Build-Timber to register for only $995 ($380 savings!) https://masstimberconference.com/register/
• www.Nichiha.com Episode Sponsor
• Advanciwww.AdvancingConstruction.com - Episode Sponsor

A special thanks to Craig Rawlings and Arnie Didier for connecting us and supporting this important industry conversation.

Don't miss our next episode! Subscribe to Build Perspectives and leave a review - as Tim's dad always says, "You can never have too much perspective."

Great to catch up LIVE at www.Advancing-Prefabrication.com with Amy Marks from Symetri USA and https://queenofprefab.com/

Whats your next Hanson Wade event?

• https://advancingconstruction.com/
• https://advancing-preconstruction.com/

Chapter 1: Intro
00:00: Tim introduces the event, "Build Perspectives," and his interest in the building products industry.
00:48: Amy Marks introduces herself as the Executive Vice President of Global Strategy at Symmetry, AKA the Queen of Prefab!

Chapter 2: Advancing Prefab Event Overview
02:31: Amy Marks discusses the unique aspects of the Advancing Prefab event, emphasizing its focus on authentic conversations and business connections.
03:30: The event is described as a platform for making valuable business connections and fostering collaboration within the construction industry.

Chapter 2: Advancing Prefab Event Overview
04:54: The event's evolution over the years is noted, with increased participation from architects, engineers, and general contractors.
05:44: Amy mentions the diverse audience and the positive impact of having decision-makers from various sectors present at the event.

Chapter 4: Importance of Collaboration and Knowledge Sharing
07:45: Amy emphasizes the significance of sharing knowledge and experiences within the construction industry.
08:25: The discussion shifts to the need for companies to engage with social media platforms like Instagram and TikTok to attract a more diverse workforce.

Chapter 5: Encouraging Diversity in the Construction Industry
09:48: Amy highlights the importance of promoting diversity in the construction industry, particularly in attracting more women and young talent.
10:41: The conversation extends to the role of social media influencers in showcasing diverse careers in construction and related fields.

Chapter 6: Amy's Advocacy for Change and Industry Engagement
12:33: Amy encourages companies to actively engage in social media platforms and support initiatives that promote diversity and inclusion in the industry.
13:25: The importance of providing platforms for change agents and fostering an environment of courage and openness is emphasized.

Chapter 7: Connecting with Amy Marks and Conclusion
14:43: Amy shares ways to connect with her on social media platforms and through Symmetry for further engagement and collaboration.
16:05: Tim acknowledges Amy's contributions and the value of her insights in driving positive change and innovation in the industry.

1. Announcement! Tim teases his upcoming podcast, "ConstructionVerse: Building Empires," a deep dive into the origin stories of influential figures in the building industry who have transformed humble beginnings into multi-billion dollar enterprises.

2. Paying Tribute: Tim remembers Gerry McCauley and Mark Mitchell, acknowledging their significant contributions to offsite construction and building materials marketing.

3. www.Advancing-Prefabrication.com

4. A Titan's Impact: The podcast teases an in-depth look at the Building Industry's newest Titan, highlighting his strategic investments and significant influence in reshaping industries like waste management, equipment rental, and logistics.

5. Introduction of QXO : Tim discusses this new Titan's latest venture, QXO, and its potential to revolutionize the building materials distribution industry through technology and consolidation.

6. How to Make a Few Billion Dollars: The teaser encourages listeners to engage with the full series for more insights and to read the book, "How to Make a Few Billion Dollars," for a deeper understanding of successful business strategies.

Advancing Prefabrication is North America's largest prefab & modular summit, uniting over 1,200 of the industry's biggest names & brightest minds. Join us in Denver in February for four days of unmissable content & networking, to keep your finger on the pulse of the latest and greatest in prefab & modular!

Resources:

• The Book: "How to Make a Few Billion Dollars" on Amazon or wherever you buy books
• Linkedin: https://www.linkedin.com/in/timseims/
• Tim's Website www.TimSeims.com

Thanks to www.Advancing-Prefabrication.com, Tim shares the latest activities and learnings in building materials / building systems / housing / real estate:

• unexpected things about advisory / consulting needs
• thoughts on recent factory, lbm, and job site visits
• Columbus OH and how it impacts our industry
• Whizard Summit highlights (purchase recordings here) about tactical empathy and land developers like Guerrilla Development, who posts their project pro formas directly on their website
• Venveo and Farnsworth Group BP Event
• ConnectingPoint events, the Broadmoor in Colorado Springs, and how it reminds me of the adaptive reuse hospitality properties by Mcmenamins in Portland.
• www.TimSeims.com is done! Thanks to Ana at FING Commit Coaching for her help
• www.TheBuildersDaily.com is going to be a regular resource for the pod as we break down one topic with every episode
• Recap of www.LaymansGuide.com column topics, including "We Are Where We Should Have Been"

Resources:

• Thanks to www.Advancing-Prefabrication.com
• Linkedin: https://www.linkedin.com/in/timseims/
• Tim's Website www.TimSeims.com