"Construction scheduling is completely broken. We're still using PDF files and sticky notes to manage million-dollar projects."

In today's episode of Bricks & Bytes, we had Patrick Hennessy from Harkins Builders and we got to learn about why traditional project management tools are failing the construction industry, how AI could revolutionize daily site operations, and the brutal truth about construction tech pricing... and many more!

Patrick runs planning and analytics for a $600M general contractor and shares unfiltered insights from the trenches of construction technology adoption.

Tune in to find out about:

✅ Why Primavera P6 and traditional scheduling software creates more problems than it solves

✅ How AI daily briefs could replace morning huddles and transform job site management

✅ The real reason construction software pricing is getting out of control and what contractors should demand

✅ Why construction tech websites are completely useless and how startups are losing millions in delayed sales cycles

Listen now on Spotify and get the inside perspective on where construction technology is actually heading from someone who evaluates and implements it every day.

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Chapters

00:00 March Madness and Personal Reflections

01:15 Understanding Project Controls at Harkins Builders

04:06 The Role of Technology in Project Management

09:17 Harkins Builders: Company Size and Structure

11:36 Innovation in Construction: VDC vs. Project Controls

13:01 Evaluating Scheduling Software: The Future of Collaboration

16:06 Traditional vs. Modern Scheduling Practices

20:14 Data Collection and Its Impact on Scheduling

25:28 Accelerating Tech Adoption in Construction

29:32 The Quest for Comprehensive Software Solutions

33:29 The Importance of Clear Messaging in Construction Tech

37:16 Navigating Cold Outreach and Sales Tactics

41:15 The Challenge of Point Solutions vs. Comprehensive Platforms

44:46 Understanding Pricing Models in Construction Software

55:32 The Impact of AI on Construction Processes

You may price a job for two years just to get the chance to build it."

That's the brutal reality Trey Darnell shared about construction sales today.

In today's episode of Bricks & Bytes, we had Trey Darnell, Director of Sales at Ediphi, and we got to learn about why construction tech sales is completely broken, how most salespeople get it wrong, and why the industry desperately needs a new approach... and many more!

Trey went from writing user guides on construction sites to becoming a sales leader at one of the hottest pre-construction tech companies. His journey reveals hard truths about our industry.

Tune in to find out about:

✅ Why 90% of construction salespeople fail at their job ✅ The hidden cost of pricing jobs for years without winning them

✅ Why platforms are becoming "jack of all trades, master of none"

✅ How to sell construction tech without being another annoying vendor

This episode will change how you think about buying and selling construction technology.

Listen now on Spotify and let us know what you think in the comments.

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Chapters

# Chapters

00:00 Intro

00:03:00 Introduction and Background of Trey Darnell

00:06:02 Challenges in Construction and BIM Advocacy

00:08:50 Transition to Construction Tech and PlanGrid Experience

00:12:10 Sales as a Consulting Approach

00:15:14 Joining Edify and the Evolution of Pre-Construction Solutions

00:20:58 Go-to-Market Strategy for Edify

00:27:01 Building Relationships and Understanding Client Needs

00:33:07 Understanding Time to Value in Construction Tech

00:37:01 Successful Go-to-Market Strategies

00:41:10 Sales Cycle Dynamics and Compression Strategies

00:46:38 Navigating Small vs. Large Accounts

00:52:02 Pricing Strategies and Negotiation

00:54:29 Traits of Successful Salespeople in Construction Tech

00:57:36 Gaining Experience in the Construction Industry

00:59:13 Advice for Newcomers in Construction Tech Sales

01:00:41 When to Hire a Sales Leader

"When we launched PlanGrid, it was the only enterprise product on the iPad. Even Facebook refused to make an iPad app because Zuckerberg didn't believe in it."

In today's episode of Bricks, Bucks & Bytes, we had Ralph Gootee and we got to learn about how PlanGrid became the first enterprise app on iPad, the brutal year-long acquisition process, and why pricing decisions can make or break your startup... and many more!

Tune in to find out about:

✅ Why iPad was crucial to PlanGrid's success when even Facebook refused to build an iPad app

✅ The $17,000 marketing hack that involved giving away free iPads to customers

✅ How having 5 co-founders worked despite conventional wisdom saying otherwise

✅ Why AI augments engineers but won't replace them anytime soon

Listen now on Spotify to hear the full story behind one of construction tech's biggest exits and what Ralph is building next with TigerEye.

# Chapters

00:00 Intro

01:45 The Journey of PlanGrid: From Startup to Acquisition

11:37 Product Development and Market Fit: Lessons Learned

21:44 Navigating the Acquisition Landscape: Strategies and Insights

31:41 The Role of AI in Construction: Opportunities and Challenges

41:49 Building for Success: Founder's Mindset and Company Culture

29:49 From Idea to Prototype: The Birth of a Startup

31:18 Y Combinator: The Turning Point for PlanGrid

33:39 Building a Team: The Importance of Co-Founders

39:45 Solo Founders vs. Co-Founders: A Comparative Insight

42:40 User Acquisition: The Power of Viral Growth in Construction

46:44 Pricing Strategies: Lessons Learned from PlanGrid

53:54 Hiring the Best: Building a Legacy at PlanGrid

54:28 The Legacy of Plangrid and Its Impact on the Industry

54:58 Challenges in Recruiting and Building a Team

56:26 The Importance of Hiring the Right People

58:54 Scaling Challenges and the Need for Fast Decisions

01:02:13 Emerging Companies in Construction Tech

01:03:18 Lessons Learned from Building Plangrid

01:07:12 The Role of AI in Software Development

01:13:08 Introducing TigerEye: A New Venture

01:20:59 Evaluating ROI in Construction Tech