Automated lead qualification from construction bidding portals
Reps at a hospitality products manufacturer spent hours each week searching construction portals for leads. RAP automated the search, qualification, and Salesforce handoff so they could focus on selling.
Hospitality Building Products Manufacturer
- Their pipeline depends on finding projects early, before the general contractor is locked in and before competitors show up.To do that, reps were manually logging into construction intelligence platforms and bidding portals, scrolling through listings, and figuring out which ones were worth pursuing.
- They push everything.
- Projects that match get created in Salesforce and routed to the right rep.
- The pipeline kept growing because the monitoring ran whether the team was slammed or not.Leadership stopped worrying about missed projects.
The Situation
The client makes and sells specialty products for hospitality and multifamily construction. Their pipeline depends on finding projects early, before the general contractor is locked in and before competitors show up.
To do that, reps were manually logging into construction intelligence platforms and bidding portals, scrolling through listings, and figuring out which ones were worth pursuing. That meant checking project type, phase, location, ownership structure, and product fit. Hours of it every week, before any actual selling could happen.
Why It Was Hard
Construction portals don't filter for you. They push everything. For any individual supplier, maybe 5-10% of what comes through is actually relevant, but there's no way to know which 5-10% without reading them.
As project volume grew, the math got worse:
- More portal time meant less time prospecting.
- More volume meant relevant projects started slipping through.
Salesforce had no mechanism for pulling in external project data. The reps were doing that part by hand.
What We Built
RAP built a continuous monitoring workflow that watches construction bidding portals and project intelligence databases.
When a new project appears, the system checks it against the client's qualification criteria: project type, phase, location, ownership, and product fit. Projects that match get created in Salesforce and routed to the right rep. Everything else gets filtered out before it reaches anyone.
The Result
Portal research dropped from hours per week per rep to essentially zero. The pipeline kept growing because the monitoring ran whether the team was slammed or not.
Leadership stopped worrying about missed projects. The process no longer depends on who had bandwidth that week.
The sales organization managed a larger pipeline without adding any new personnel to handle it.
"Our team stopped spending time searching for projects and started spending more time pursuing them. The quality and consistency of opportunities entering the pipeline improved significantly."
— Vice President of Sales
