To learn more about Breakthrough Academy, click here: https://trybta.com/EP271
Get a copy of John’s slide deck here: https://trybta.com/DL271
If you’re relying on leads coming in… you’re already behind.
In this episode, Breakthrough Academy Member John Malanchuk breaks down a proven approach to business development for contractors; one that goes beyond marketing and sales, and focuses on building real relationships that generate consistent, high-value work.
Drawing from nearly 20 years in the commercial painting space and five years in the Breakthrough Academy contractor coaching program, John shares exactly how he:
- Builds long-term relationships with decision-makers (not just bids against competitors)
- Lands $100K+ projects through simple, repeatable outreach
- Uses networking, presentations, and follow-ups to create predictable revenue
- Turns one meeting into multiple project opportunities
- Structures his CRM and pipeline to stay organized and consistent
This isn’t theory—it’s a boots-on-the-ground system you can start using immediately, whether you're in commercial or residential contracting.
Key Takeaways:
- Business development is proactive relationship building, not reactive selling
- The goal is to get in before projects go to bid and become the trusted go-to
- Consistency beats intensity—just a few hours per week can transform your pipeline
- Your network is your biggest asset—leverage suppliers, GCs, and existing contacts
- Follow-up is everything (and most contractors fail here)
00:00-Intro
03:10-Target Diverse Commercial Verticals
11:40-Residential Business Development Strategies
16:36-Effective Practical Networking Tactics
20:28-Key Success Tracking Metrics
23:30-Avoiding Common Followup Mistakes
28:19-Real World Project Examples
38:46-Implementing CRM Pipeline Systems
