Growth strategy
Choose priority accounts, services, and territories. Build a focused plan around your margins, capacity, and goals.
Construction & industrial growth
Strong relationships.
Stronger foundations.
Your next stage of growth deserves experienced leadership. We work alongside owners and their teams to develop strategic accounts, pursue better work, and build a disciplined sales process.
Executive experience. Hands-on involvement.
Fractional VP of Business Development.
Built for the businesses
that build the Southeast.
that build the Southeast.
RELATIONSHIPS ARE THE FOUNDATION
Rooted in Alabama. Focused on the Southeast.
AL · GA · FL · MS · LA · TN · SC · NC01 / A partner in your corner
You know how to
deliver the work.
Let’s build what’s next.
When the owner is also the rainmaker, growth competes with everything else.
Cornerstone brings experienced business development leadership into your company on a defined, part-time basis. Together, we focus on the right customers, make the right connections, and keep important opportunities moving.
You gain a partner who participates in the work: customer meetings, account plans, pursuit reviews, team coaching, and practical follow-through.
See the growth roadmap02 / What we do
Direction. Access.
Accountability.
Business development that connects strategy
to the conversations and actions that matter.
Strategic accounts
Develop buyer relationships, support vendor qualifications, and create a clear path into the customers you want to serve.
Pipeline & pursuits
Qualify opportunities, coordinate with estimating, improve proposal follow-up, and give every pursuit a next step.
Sales leadership
Lead weekly reviews, coach your team, strengthen CRM discipline, and connect activity to commercial outcomes.
03 / Who we serve
We speak
your industry.
For established companies with the ability to deliver—and the ambition to grow.
01
Specialty construction
Concrete, sitework, utilities, and specialty trades.
02
Industrial services
Scaffolding, insulation, mechanical services, and maintenance.
03
Equipment & materials
Rental, distribution, construction materials, and supply.
04
Energy & infrastructure
Companies pursuing owners, EPCs, and major contractors.
04 / The growth roadmap
A clear next step.
A longer view.
Start with the business you have.
Build toward the company you want.
Establish the foundationFocus first.
Focus first.
Then build momentum.
Understand your customers, margins, capacity, and sales process. Choose priority accounts and establish a reliable pipeline.
- Assess the business and agree on growth priorities
- Build target-account and prequalification plans
- Begin outreach and weekly pursuit reviews
- Set baseline measures and a 90-day action plan
Every plan is tailored to the client. Milestones guide the work; project awards depend on buyer decisions and delivery readiness.
05 / The Cornerstone commitment
Focused representation.
Earned trust.
Your relationships, pricing, and pursuit strategy deserve focused attention and clear boundaries.
We limit active representation to two clients in any one industry segment across our practice.
Same-segment clients must be in different cities and more than 250 miles apart. No more than two may fall within any 500-mile radius.
We keep client information separate and do not represent competing clients for the same scope in a pursuit.
Segments and covered operating offices are defined in each engagement. Distances are measured in straight-line miles.
EXPERIENCE THAT
GETS TO WORK.
GETS TO WORK.
06 / Your growth partner
Dustin Marchand
Founder · Fractional VP of Business Development
A practical understanding of the field. An executive view of the business.
Dustin’s background spans executive leadership, business development, industrial services, equipment rental, concrete, energy, and transportation. He brings an owner’s perspective to building customer relationships and helping teams pursue profitable growth.
His approach is straightforward: understand the business, work alongside the team, follow through, and make progress visible.
Talk with DustinA good partnership starts with fit
Ready for growth.
Ready to do the work.
We’re a good fit when your business has:
- An owner or executive committed to the process
- Estimating and operational capacity to support new work
- A clear service offering and viable project economics
- The willingness to track opportunities and follow through
Our initial conversation evaluates goals, timing, capacity, and representation eligibility before an engagement is proposed.
07 / Let’s build what’s next
Where do you want
to take your business?
Tell us where you are today and what you want to achieve. We’ll start with a conversation about whether Cornerstone is the right partner.
dustintmarchand@icloud.comAlabama based · Serving the Southeast