Engineering - Heavy Civil Site

As an area of specialization within the construction industry, SALT works with Heavy Civil Site Contractors to identify large projects and opportunities for Earthwork. While SALT does target Government Contracts, we’re most successful with private and commercial accounts. When SALT is working with a Heavy Civil Site Contractor, we go after railroads, landfills, commercial pad sites, and partnerships with larger GCs and Engineering Firms.

Being a dedicated hunting team, SALT understands the complexity and lengthy sales cycles involved in selling in the Heavy Civil Site Construction Industry. In order to be successful, we aim to work with leading contractors with operation maturities who can win when we get to the closing table. While these relationships take time to develop, SALT has a proven process that involves exchanging information of value over time to build trust. Ultimately, SALT is looking to work with clients with a proven process and scalability.

“SALT Marketing has successfully introduced us to active projects with significant dirt work. We’re thankful for their support.

- Vice President - Heavy Civil Site Contractor

Client Capabilities

  • Earthwork, Excavation, Remediation, Milling
  • Storm Drainage, Grading
  • Plant Site Development
  • Concrete and Asphalt
  • Site Demolition
  • Underground Utilities
  • Bridgework including Movable Bridges
  • Erosion Control
  • Access Roads and Pads
  • Public Roadway Construction

Frequently Asked Questions

SALT has experience working in the AEC space with civil/site firms. Our goal is simple: build a relationship with the right people inside a target organization on your behalf. Keep in mind that SALT is best equipped to prospect in the private/commercial sector vs government. We hunt accounts with multiple locations that typically have people or teams dedicated to these types of projects. SALT is aiming for these types of prospects due to the potential for repeatability within the business. As soon as any opportunity is identified, we hand that relationship back to the client to pick up the technical aspects of the sale.
Yes, SALT subscribes to industry leading data sources and has an internal database of 6 million contacts. We build our target lists based on industry, geography, size, and other factors determined in onboarding.
As the client, you hire SALT for time, talent and process. We work on your behalf using your brand name to gain entry to new customers. While we track and have access to the data through the engagement, you own everything we gather on your behalf.
As we dig deeper into internal sales teams we often find they are fairly technical staff - sometimes former engineers. These teams frequently work within the existing book of business and lack the personality and process for prospecting. SALT would argue that we have the time and process to serve as the dedicated hunting team. You benefit from the specialization of tasks by keeping your technical sales staff focused on higher value activities.

Examples of Success

Prospects Identified for Engineering-Heavy Civil Site
Prospects Identified for Engineering-Heavy Civil Site
Prospects Identified for Engineering-Heavy Civil Site
Prospects Identified for Engineering-Heavy Civil Site
Prospects Identified for Engineering-Heavy Civil Site
Prospects Identified for Engineering-Heavy Civil Site
Prospects Identified for Engineering-Heavy Civil Site
Prospects Identified for Engineering-Heavy Civil Site
Prospects Identified for Engineering-Heavy Civil Site
Prospects Identified for Engineering-Heavy Civil Site
Prospects Identified for Engineering-Heavy Civil Site
Prospects Identified for Engineering-Heavy Civil Site
Prospects Identified for Engineering-Heavy Civil Site
Prospects Identified for Engineering-Heavy Civil Site
Prospects Identified for Engineering-Heavy Civil Site
Client Discovery

Client Discovery

SALT holds a series of on-boarding calls to become a seamless extension of your team—to accurately represent your business.

Client Discovery

List Building

Qualified, dedicated humans at SALT use their expertise and knowledge of world class tools to create a custom prospect list.

Account Qualification

Account Qualification

Leads are qualified based on how good of a match they are for you.

Contact Verification

Contact Verification

SALT finds the right people—the decision makers. We obtain contacts, email addresses, and phone numbers.

Relationship Building

Nurturing Relationship

We nurture the contacts, building trust using your brand over time. Regardless of interest, we nurture relationships within qualified accounts.

Opportunity Handoffs

Opportunity Identification

Hand-off takes the form of a call, face-to-face meeting or webinar. During this, we set up the QFTA - Qualified First Time Appointment.

One Midwest Construction Management company partnered with SALT Marketing to supplement the efforts of the internal sales team. The internal team was largely made up of former engineers who specialized in the technical aspects of selling a project. SALT's strategic approach involved implementing a dedicated hunting team to ensure the internal team focused on selling to qualified prospects while SALT focused on hunting. Through targeted prospecting, relationship cultivation, and value-driven engagement, the results were significant. The client benefited from branding within specific target accounts and a regular stream of active projects.

SALT Performance Stats (average)

  • Client Revenue Range
    $30M - $200M
  • List Size
    1910 Accounts
  • Qualified Accounts
    324 A&B
  • Typical Handoff Value
    $500,000
  • Handoffs per Month
    1-2
  • Time to ROI
    12-18 months
  • Total Projects Quoted
    $410M

Accounts Targeted (percentage)

  • Railroad
    6.0%
  • Landfill
    12.5%
  • Pad Sites
    26.3%
  • Government
    4.2%
  • Communications
    5.3%
  • Energy
    7.4%
  • General Contractors
    16.0%
  • Other
    22.3%

Download Case Study

  • Download Case Study Here
  • SALT_Overview
  • SALT High Value Target Case Study

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