Barton Malow Case study
Historical Project Data Creates Compelling Stories that Attract New Business
When Barton Malow Company contracted with Eos in 2009, they wanted a system for managing their vast collection of historical budgets and cost estimates. With over 86 years of project data contained in a variety of document formats dispersed across 15 domestic locations, it was extremely challenging to access and use their data effectively. The lead time required to perform value analysis and create project comparisons, feasibility estimates, and client presentations ran from days to weeks.
Barton Malow quickly confirmed that the ability to efficiently capture and store project data was just a means to an end. Ultimately, they wanted to be able to use their rich history to engage directly with prospects and clients. In conversations with others in the industry, Eos has heard similar comments: • Many organizations fail to effectively manage a library of historical costs, which is a critical prerequisite for data analysis. • Most organizations see the value of benchmarking and project comparisons. Very few preconstruction departments can deliver a consistent, compelling message to clients.
Delivering Client Presentations with Advisor
Initially, Barton Malow thought Eos Advisor (now replaced with Eos Navigator), a web-based project history and benchmarking solution, was the answer. Once it was properly configured, Advisor definitely provided the necessary framework for storing the company’s project history. Next Barton Malow focused on how to present their extensive data set in a compelling way. They needed a single comprehensive presentation report—and Eos was there for them. Eos developed a custom preconstruction presentation tool that any Advisor user can use to easily produce and deliver client presentations.
What’s Different at Barton Malow Company?
When Barton Malow Company contracted with Eos in 2009, they wanted a system for managing their vast collection of historical budgets and cost estimates. With over 86 years of project data contained in a variety of document formats dispersed across 15 domestic locations, it was extremely challenging to access and use their data effectively. The lead time required to perform value analysis and create project comparisons, feasibility estimates, and client presentations ran from days to weeks.
The solutions provided by Eos showcase Barton Malow’s considerable industry experience and expertise, which promotes increased client confidence
The company recently used Advisor in three different presentation opportunities and was awarded two of the three contracts. In one case, the first estimate was generated six months after the negotiated contract was awarded because the client placed such a high value on Barton Malow’s benchmarked data. Other clients interested in employing these types of solutions in their companies could also expect to experience: • Branding that separates them from their competition. • Peer relationships with clients that provide relevant information in a timely manner. • An output-driven process that eliminates unnecessary waste. After seeing the success of the solutions’ pilot implementation in their Detroit HealthCare office, Barton Malow decided to integrate with their FileMaker Pro business development system to leverage project information used by both the preconstruction and business development departments. Looking ahead, Barton Malow is making plans to deploy the solutions in other company offices and anticipates that those offices will experience gains in productivity, efficiency, and accuracy similar to those in the Detroit HealthCare office.
About Barton Malow Company
Established in 1924, Barton Malow Company is recognized as an industry leader in construction management with annual revenues exceeding $1.3 billion. The company provides full preconstruction services and coordinates projects from planning through close-out for diverse markets, including health care, education, federal, industrial, corporate, energy, and special event facilities. With headquarters in Southfield, Michigan and 15 offices located across the United States, Barton Malow Company employs a staff of over 1,300 and consistently ranks among the top 10 builders in the nation in their niche markets.
