Fletcher and Chad dive deep into one of the most critical and often overlooked challenges in scaling a commercial construction business: taking the estimating hat off the owner's head.

They explore:

• Why owners must eventually delegate estimating to scale effectively.

• The two main paths: grow an estimator internally vs. recruit one from a competitor.

• Growing your own estimators: Preferred degrees, expected timeline (3–5 years), and how to differentiate between technical estimating and executive pricing strategy.

• When to hold on to pricing and sales as an owner even after hiring an estimator.

• Outsourcing and offshoring estimating work: what works for trades, what doesn’t for GCs, and how relationships remain key.

• How to attract experienced talent from competitors: understanding the top 3 gripes they have—compensation, lack of influence, and burnout in “bid factories.”

• Recruiting strategies: From warm outreach and pain-point probing to long-game relationship building with high ROI.

Key Takeaways:

• Investing in the right estimator—whether a junior you train or a seasoned pro—can unlock millions in revenue growth.

• Don't confuse estimating with pricing or sales. Each has a distinct role and impact.

• Treat outsourced/offshored team members like internal staff: communicate, manage, and integrate them thoughtfully.

• Pay and empower your estimators—they’re often your #1 revenue generator.