Construction Project Leads: How UK Contractors Find & Win Work Before It Goes to Tender
Word of mouth is great until it stops. Then you take whatever comes in. In the UK almost every project worth having is visible months before a builder is chosen — in a planning application, a lead database or a public tender portal. Here’s how to find the right ones, get your name on the tender list and turn a cold call into a signed contract.
- Every lead source compared — council planning data, Planning Pipe, Glenigan, Barbour ABI, Builders Conference, Find a Tender
- Which sources actually work for contractors turning over up to £3M
- First-call and voicemail scripts for architects and QSs
- The 10 moves that win at tender stage — plus a lead tracker
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The short answer
How UK contractors find and win construction projects:
- Pick your A-grade projects — type, value, area, client and margin — and ignore everything else.
- Watch planning approvals in your area (free on council portals, or via a low-cost planning service).
- Call the architect or applicant a week or two after approval: ask about tender timing, who prices and the budget.
- Follow up by phone weekly, send case studies, and build the relationship — not just the tender.
- Treat the tender as a sales document: cover letter, clear breakdown, cost-saving options, case studies — then follow up.
Big databases like Glenigan, Barbour ABI and Find a Tender are built for large contractors and public tenders. Under about £3M turnover, relationships with architects, QSs and developers usually win more work. Read the full Glenigan vs Barbour ABI vs Find a Tender comparison →
Why most contractors never find their own projects
Most building companies only do marketing: a website, some reviews, a van with a logo. Marketing talks to everyone and waits for the right client to call. Sales is the opposite — you choose the project and make the first move. That’s how contractors break out of the same small, low-margin jobs and onto the work they actually want.
The UK makes this easier than almost any other industry. Planning applications, drawings, the applicant and usually the architect are published by every council, months before anyone picks a contractor. Public-sector opportunities in England have been published on Find a Tender since the Procurement Act 2023 came into force on 24 February 2025.
| Marketing | Sales | |
|---|---|---|
| Who it talks to | Everyone who sees it | One client, one project |
| Who starts it | The client finds you | You find the client |
| What you control | The message | The message, the timing and which jobs you chase |
Glenigan vs Barbour ABI vs Find a Tender vs Planning Pipe: which works for smaller contractors?
There are free sources and paid ones. Here’s what each gives you and who it suits best. Prices and features change, so ask each provider for a demo and sample leads in your area before you sign up.
| Source | What you get | Best for | Cost |
|---|---|---|---|
| Council planning portals | Every application, drawings, applicant and agent (often the architect) | Local builders who know their area | Free — slow to search |
| Planning Pipe | Planning applications and approvals, filtered by area and project type | Small–mid builders and main contractors | Low monthly subscription |
| Glenigan | Researched project data from early planning to contract award, with contacts | Larger contractors, suppliers, developers | Annual subscription |
| Barbour ABI | Researched project intelligence and contacts across the UK | Larger contractors and manufacturers | Annual subscription |
| Builders Conference | Tender lists and contract awards — who is pricing and who won | Subcontractors chasing main contractors | Subscription |
| Find a Tender | Public-sector opportunities (central digital platform since Feb 2025) | Firms with accreditations and public-sector experience | Free |
| Contracts Finder | Older public contracts and award notices (legacy) | Researching who won what | Free |
What works better at that size: approved planning applications in your area, a direct call to the architect named on the application, and long-term relationships with architects, interior designers, QSs and small developers.
Get the full lead sources guide
Every source compared, which ones work under £3M turnover, and how to use free planning data. 19 pages, free.
Build your sales strategy before you pick up the phone
- Get the foundations right. One sentence that says what you build, for whom and why you; a website with recent projects and reviews; a proof pack of 2–3 case studies; one CRM for every contact.
- Pick your A-grade projects. Write down the type, value, area, client, programme and margin of your ideal job. Every week, drop anything that doesn’t fit.
- Set a weekly lead rhythm. Monday: pull new approvals. Tuesday and Thursday mornings: 8–10 new calls plus follow-ups. Friday: send everything you promised.
Use leads to build relationships, not just tenders. If a job has already gone, ask what else is coming up. Call past clients first, watch for architects working outside their usual area, and chase one slightly bigger “flagship” project at a time.
The first call, the voicemail and the follow-up
Spend three minutes before every call: the architect’s website, the planning drawings and one detail you can mention. Then keep the call short — hello, the job, one reason you fit, listen, and ask: the stage, tender date, who prices, the budget, whether there’s a QS and when to call back.
- If it goes to voicemail, leave a 20-second message with the project, one relevant case study and your number twice.
- Promise one small thing on every call and do it the same day — it proves you keep your word.
- Follow up by phone weekly until you get a yes or a clear no. Email alone gets ignored.
The full first-call and voicemail scripts are in the free guide.
10 moves that win at tender stage
Sending the price isn’t the end of sales — it’s the most important part. Find the real decision maker early; make the tender look professional (cover letter, clear breakdown, programme, payment stages); add a cost-saving appendix; include similar case studies; submit on time or early; call to confirm receipt; call again a week later; stay flexible on value engineering; and when you lose, ask who won and why — then ask what’s next.
Before you spend a week pricing, ask the QS: have you secured the project or are you tendering too? How many contractors are pricing? Is there a preferred contractor? What matters most — price, programme or quality?
Get the scripts and tender checklist
First-call and voicemail scripts, follow-up system, 10 tender moves and a lead tracker.
Contractors who went out and found bigger projects
Real clients, real numbers. Every story is on YouTube.
“When I first signed up with Sviat, my business was a mess and I was still on the tools. Now we've already hit £400k in revenue this year!”
Ghennadi Catansus · Trustpilot“At the beginning, he showed me the basics — how to find the right jobs, price and estimate projects, find clients and get the first money coming in.”
Planex Ltd · TrustpilotIndividual results, not typical or guaranteed. Outcomes depend on your business, market and effort.
Frequently asked questions
Where can I find construction project leads in the UK?
Council planning portals (free), planning-data services such as Planning Pipe, project intelligence services such as Glenigan and Barbour ABI, tender and award data such as Builders Conference, and public-sector portals such as Find a Tender. Your own network of architects, QSs, developers and past clients is usually the warmest source.
Is Glenigan or Barbour ABI worth it for a small contractor?
They are comprehensive databases built mainly for larger contractors, suppliers and manufacturers. For contractors turning over up to around £3M, most of the projects are too big or already heavily contested. In my experience, free planning data and direct relationships with architects and QSs win more work at that size. Ask for a demo and sample leads before you commit.
What is the difference between Find a Tender and Contracts Finder?
Since the Procurement Act 2023 came into force on 24 February 2025, new public-sector procurements in England are published on Find a Tender (the central digital platform). Contracts Finder is still used for some award notices from procurements that started under the old rules.
How do I get on a tender list?
Find projects early through planning data, call the architect or QS a week or two after approval, show a relevant case study, ask who puts the tender list together and when to call back — then follow up until you get a decision.
Do you guarantee results?
No. Results depend on your business, market and how consistently you work the process. The guide shares what we do and teach our clients.
Keep going
Get the Construction Project Leads Guide
- Every lead source compared
- Call, voicemail and follow-up scripts
- 10 tender moves + a lead tracker
From Sviat Jay, founder of Craftex and BizMentor.
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