Customer Story:

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Engineering Growth: Scaling Excellence in Construction

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From Crew to Sales: A Multi-Level Selection Success Story

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Challenge:

This private equity backed and revenue growth focused construction and civil engineering company needed to quickly expand and enable front-line operations while maintaining high performance standards for crew members and supervisors. Improvements in crew and superintendent selection and development were a critical focus as these factors were the most important job family for driving growth and revenue. A secondary priority on driving revenue generation through the sales engineer role was also a focus.

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Solution:

The company conducted a full job analysis of crew member and superintendent roles to identify skills and competencies for hiring and development. They created customized selection tool algorithms aligned to incumbent employee performance. The company developed assessment profiles for multiple roles including crew members, superintendents, and sales engineers.

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Outcome:

High-scoring candidates showed 15-27% better performance ratings and led to an 8% improvement in crew utilization. Development of a standardized crew skill roadmap and development needs at time of hire and across the crew position levels from the job analysis were implemented for ongoing development. Sales engineers identified as strong fits generated significantly more proposals and higher margin contracts compared to lower-scoring candidates.  

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• 15-27% higher performance ratings for high-scoring hires across multiple roles.

• 8% improvement in crew utilization through better selection and development.

• Stronger sales engineer hires generated more proposals and higher-margin contracts.