How Long Does It Really Take to Close a Deal in Commercial Construction?

Let’s talk sales cycles in commercial construction. One of the biggest frustrations I hear from GCs and subcontractors trying to break into new relationships is not knowing how long it should take to land a deal. 

You start doing outreach, have a couple of great conversations, maybe even get asked to bid on a project… and then? Crickets. You’re left wondering, “Is this normal? Am I doing something wrong? Should I follow up, or will I look desperate?”

If this sounds familiar, you’re not alone. Commercial construction sales cycles are long. Like, painfully long. They should be—because these deals are big, involve multiple decision-makers, and require a level of trust that doesn’t happen overnight.

So, let’s break it down. How long should you realistically expect to wait before a deal closes? 

And more importantly—what can you do to speed up the process without annoying your prospects?

Why Does It Take So Long to Close a Deal?

Commercial construction isn’t like selling software or a new phone system—people don’t make snap decisions. Here’s why your deals take months (or even years) to close.

While it is a challenge, it is an opportunity too because it makes it much harder for others to compete. 

To be good at commercial construction, you need Yoda-like patience. Or a drink or two while you wait…

1. Relationships First, Contracts Later

Developers, property managers, and ownership groups don’t just hire anyone. They have trusted partners they’ve worked with for years, and you’re trying to break into that circle. 

That takes time. They need to see you, hear about you, and maybe bump into you at an industry event before they even consider you for a project.

2. Slow Decision-Making (It’s Not You, It’s Them)

Even when a client is interested, getting a deal across the finish line involves multiple approvals. 

There’s budgeting, design changes, financing approvals, and internal red tape. If you’re waiting for a yes, odds are it’s stuck in some executive’s inbox—right under their 1,237 unread emails.

3. Market Conditions & Financing Drama

Ever get ghosted after an exciting first meeting? Sometimes it’s not personal. 

The project might get delayed due to financing issues, market conditions, or tenant demand. If the numbers don’t work, the deal doesn’t happen—no matter how much they like you.

What’s a “Normal” Sales Cycle?

I won’t sugarcoat it. If you’re going after new relationships, expect a long runway. Here’s a rough timeline of what to expect:

• Cold Outreach → First Conversation: 1-3 months 
• First Meeting → Proposal/Opportunity Identified: 3-6 months 
• Proposal → Signed Contract: 6-18 months (yeah, it takes a while)

Total time from first contact to contract: Anywhere from 6 months to 2 years. Not weeks. Not a couple of months.

And if you’re thinking, “No way, I can close faster,” congrats—you’re either a unicorn, working with existing relationships, or the stars have aligned in your favor. 

Sure, we have broken into accounts quickly like 2 – 3 months but those are rare. 

But for most commercial construction companies trying to break into new accounts? This is the reality.

How to Speed Up the Process (Without Being Annoying)

You can’t rush a million-dollar decision, but you can make it easier for clients to move forward. 

Here’s how:

1. Focus on Clients Who Actually Have Projects

Not every developer or property manager is in the market for a contractor right now. Focus your efforts on companies that are actively acquiring properties, planning renovations, or signing leases. If they don’t have a project on the horizon, you’re wasting your time.

2. Stay Visible Without Being Overbearing

Sales isn’t just about getting a yes—it’s about staying top of mind so when a need comes up, you’re the first call. That means following up consistently, checking in without being pushy, and showing up where they are (LinkedIn, industry events, networking groups).

A good rule of thumb? If you’re following up so much that you feel annoying, cut it in half. If you’re barely following up, double it.

3. Build Trust First, Then Sell

No one wants to feel like they’re being sold to. Instead of pitching yourself at every opportunity, focus on providing value—whether that’s industry insights, material selection tips, a helpful intro, or sharing relevant project updates. If you make their job easier, you’ll earn their business eventually.

4. Make It Stupid Easy to Work With You

If a client has to jump through hoops to get a proposal, you’re slowing down your own sales cycle. Be responsive, be prepared, and be easy to work with.

• Offer pre-construction services so clients can engage with you earlier.
• Provide clear pricing & value breakdowns upfront.
• Be proactive about solving common objections (budget, timeline, etc.).

The smoother you make the process, the faster things will move.

Final Thoughts: Play the Long Game

Winning commercial construction deals is a long game. If you’re doing business development to break into new accounts, expect to put in months (or even years) of effort before seeing big results.

But once you get in, you’re in. The same long sales cycles that make things frustrating also create loyal, repeat customers. Once you prove yourself, you’ll get invited to bid on future projects without all the waiting and chasing.

So if you’re feeling impatient? Stay consistent. Keep showing up. Play the long game. Because the big deals are worth the wait.

Want to tighten up your sales strategy and land bigger projects faster? Let’s talk. We help commercial construction companies build real relationships, get in front of the right people, and close deals without all the guesswork.

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