By: Morag Evans - CEO of Databuild

In 2025, the construction firms in South Africa that grew were not the ones that chased the most leads. They were the ones that focused on verified opportunities, engaged earlier in the project lifecycle, and built practical relationships with the key decision makers.

At Databuild, that has been our message all year. If you first hear about a job when the tender goes public, you are already competing in a crowd. When you know earlier who is involved, where the project sits in its lifecycle, and whether specifications are still being discussed, you can be relevant before price becomes the only conversation.

The key moves of the past year

1. Verified intelligence over volume.

The most consistent performance gains came from replacing rumours with verified project information. Teams that filtered by building type, stage, location, role players, and even bills of quantities did less activity for more impact. They stopped looking wide and started engaging where they had a realistic fit, which improved conversions and forecasting discipline.

2. Earlier engagement.

We saw a clear shift from reactive bidding to consultative engagement. Manufacturers and suppliers who contacted architects and quantity surveyors while specifications were still flexible were able to answer technical questions, propose compliant alternatives, and support design intent. That timing changed the tone of conversations and the outcomes that followed.

3. From cold calling to consultative discussions.

Blind outreach has limited value in today’s market. When a call is anchored in a known project, stage and role player, you are not interrupting but helping solve a live problem. That is the difference between a pitch and a partnership, and it showed up in win rates across sectors this year.

4. Practical digital and sustainable delivery.

We have seen the slow, steady adoption of alternative building technologies and the use of smarter methods and materials to improve speed, quality, and sustainability. The firms that paired these choices with disciplined project intelligence were the ones that kept programmes, costs, and compliance on track.

What Databuild clients did differently

Our clients leaned into three efficient habits.

First, they searched smarter. Using Databuild Online, teams filtered current and qualified opportunities by location, project type, stage, and/or CIDB grade, then drilled down to see who was involved and when tender documents were due. That reduced the clutter and focused effort on opportunities they could actually win.

Second, they worked from watchlists rather than inboxes. By tracking named projects, setting stage-based follow-ups, assigning owners, and exporting what mattered into estimating or CRM tools, managers reduced hand-offs and rework. The point was not more alerts but better discipline.

Third, they moved earlier. Daily updates meant teams saw shifts before a tender surfaced and could engage on design, compliance, or value engineering while there was still room to contribute. That shortened decision cycles and raised hit rates.

One result I often cite internally is a client testimonial from a major brick manufacturer. Their team reported being up and running on the platform in minutes and converting about 16 to 22% of Databuild projects into real work. For them, ease of use plus verified data translated into measurable wins.

What we learnt from the market

This year’s response to our “how to get specified” guidance reaffirmed an important point. Specifications are not won by pushing products. They are won by educating, being transparent about fit, and making it easy for professionals to evaluate options. The basics still matter. For example, clear technical documentation, compliance with local standards, timely responses, and a willingness to provide CPD-level insight when it is relevant.

We also kept the culture conversation on the table. Inclusion is not a side issue. It affects safety, problem-solving, and performance. The organisations that made practical changes this year, such as mentorship targeted to women, properly fitted PPE, and visible leadership support, are the same ones reporting stronger team engagement and better delivery.

Where Databuild pushed forward

We focused on helping clients see earlier and act faster. Databuild Online matured as a daily operating system for many teams. For managers, usage dashboards made it easier to coach teams and close the loop between intelligence and follow-through.

Across hundreds of client interactions, the ROI argument became simpler. A lead platform carries a monthly fee. One secured contract can pay for years of access. The real cost is chasing dead ends or arriving too late. The real return is time saved, higher hit rates and fewer wasted bids.

Looking ahead to 2026

I do not expect next year to be easier. Costs will still move. Compliance will still tighten. Clients will still ask for more certainty in less time. The firms that win will be those that plan with better information, engage with the right people earlier, and deliver with practical innovation.

Our role is to keep supplying verified intelligence and to make it simple to act on. The sector needs clarity, timing, and trust. That is where Databuild will continue to invest.