How a 100-Year-Old Builder Kills Change Orders with Pre-Construction Mastery

How a 100-Year-Old Builder Kills Change Orders with Pre-Construction Mastery

Description In this episode of The Contractor Grow Show, Mark talks with Marc Heiman, President/CEO of New York–based builder Richter+Ratner, a 100+ year construction firm known for complex museums, schools, and civic projects—and for their bold promise of no fee on change orders. Marc unpacks how their T.E.A.R.™ (Technical Evaluation, Analysis, Recommendation) process transforms pre-construction from an afterthought into a profit-protecting advantage for owners, architects, and builders. You’ll learn how shifting from lump-sum bidding to cost-plus/GMP, leaning into fast-track and complex work, and obsessing over constructability and logistics has allowed Marc’s team to deliver high-profile projects with fewer surprises and stronger relationships. In this episode, we cover: * Why Marc pivoted a legacy retail-focused firm into museums, schools, and civic work * How the T.E.A.R.™ method reduces change orders through deep pre-construction collaboration * The real difference between lump sum vs. cost-plus/GMP—and why some owners are misled * Why Richter+Ratner charges no fee on change orders and still protects margins * How referrals from long-term relationships (including a rabbi client) drive $5B+ in work * Why chasing revenue without the right resources can destroy a referral-based business * How Marc uses teaching, lecturing, and board work to influence the industry * The personal boundaries and mental-health habits that keep a CEO effective long term

How Bob Ray 5X’d Reviews & Grew a Fence Brand in Just a Few Years

In this episode of The Contractor Grow Show, Mark talks with Bob Ray, owner of North Indy Fence Deck & Rail in Noblesville, Indiana. After selling his family office-supply business, Bob jumped into a completely new industry—buying a small fence company with no trade background, just years of experience running and growing businesses. Bob unpacks how he evaluated the business, turned it into a highly reviewed local brand, and built steady lead flow through reviews, relationships, and smart job selection—not by trying to be everything to everyone. If you’re thinking about buying a contracting business or leveling up the one you’ve got, this conversation is packed with practical, repeatable tactics. Key takeaways: * Why Bob bought an existing fence company (and its building) instead of starting from scratch * How he went from knowing nothing about tools to confidently running a fence/deck operation * The simple “spiff for 5-stars” system that took them from ~50 reviews to nearly 250 * How crews are trained to ask for reviews without it feeling awkward or fake * Building upstream referral engines via HOAs, landscapers, concrete contractors, and GCs * Why he focuses on aluminum fencing and deck resurfacing instead of saying yes to everything * The pros and cons of commercial work vs. residential (cash flow, payment delays, pricing) * How North Indy uses online tools and instant quotes to pre-qualify and educate homeowners

How Neptune Builds Trust, Retrofits & Dream Homes in Los Angeles

In this episode of The Contractor Grow Show, Mark Lamberth sits down with Boaz Hillel of Neptune Construction & Remodeling in North Hollywood, CA. Celebrating 18 years in business, Boaz shares how Neptune evolved from full-service remodeling into one of Los Angeles’ go-to FEMA-certified soft-story retrofit specialists—while still helping clients design and build their dream homes. Boaz dives into how he leads with values, trust, and transparency: from detailed 3D pre-design that reduces change orders, to a printed “trust packet” of licenses, insurance, certifications, and live client references. If you’re a remodeler or GC who wants better projects, better clients, and a better reputation, this is a masterclass in how to do it. Key takeaways: * How Neptune grew over 18 years into a 5-star rated remodel + retrofit company * Why ~60% of their work is now Los Angeles soft-story seismic retrofits * How 3D design tools help clients decide everything before work starts * The “trust packet” Boaz brings to every estimate (licenses, insurance, real client phone numbers) * Ways to protect and respect tenants during major building work (parking, access, trenches) * Why Neptune limits active projects so Boaz can visit sites daily and maintain quality * How long-term relationships with subs and inspectors support consistent results * A values-first mindset: building a reputation that outlasts any single project

How Capo Projects Wins Massive Institutional RFPs (Without Being the Cheapest)

In this episode of The Contractor Grow Show, Mark sits down with Adam Trimm of Capo Projects Group, a 30-person construction consulting and project controls firm based in San Clemente, California. Adam shares how his four-partner team supports data centers, utilities, hospitals, schools, and major civil projects across the U.S.—and why they’re often chosen over bigger competitors even when they’re not the lowest bid. They dig into how Capo Projects pre-positions for multi-million and billion-dollar opportunities, builds deep relationships with both contractors and institutional owners, and uses tech (including their PlanGo platform and AI experiments) to streamline scheduling and de-risk complex jobs. If you’re serious about moving up-market or competing on more than just price, this conversation is a playbook. Key takeaways: * How four ex–heavy civil pros built a 30-person consulting firm over 13–14 years * The evolution from GC-focused work to 50–60% of revenue coming directly from institutional owners * Why pre-positioning off capital improvement plans (CIPs) is critical before an RFP ever drops * How they win RFPs on value, resumes, and risk reduction—not just low fees * The role of face-to-face site visits and relationship-building in landing massive projects * How their PlanGo scheduling platform was born from internal needs, then spun out as a product * Where AI can (and can’t yet) replace the “salty 40-year superintendent” in project scheduling * Why investing thousands in travel and pursuit work upfront can transform your hit rate at the top end

How a Navajo Contractor Is Redefining Remodels in Park City & Salt Lake

Navajo contractor Eric Natay of Natay Construction shares how he’s redefining high-end remodeling in Park City and the Salt Lake area by bringing serious planning, integrity, and professionalism back to the trades. From growing up with a single mom in Utah and spending summers on the Navajo reservation, to quitting his job in March 2020 and building a company around process and respect, Eric’s story is as powerful as it is practical for builders. In this episode of The Contractor Grow Show, Eric breaks down the estimating and sales system that wins better clients, avoids ugly change orders, and actually increases project budgets—while keeping homeowners happy. If you’re a remodeler or custom home builder who wants fewer horror stories and more 5‑star reviews, this conversation is a blueprint. Key takeaways: * How Eric’s Navajo heritage and upbringing shaped his mission to “break contractor stereotypes” * The planning lessons he learned on the reservation that solved COVID‑era material shortages * Why he focuses on remodels (not just new builds) to make the biggest impact for homeowners * His two-step estimating process: fast “projected estimate” then paid detailed preconstruction * How stacking small commitments builds trust and leads to bigger, better-funded projects