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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