How ARCO/Murray’s Nashville BD Lead Gets Researched Industrial Projects Every Week
About Project
ARCO/Murray’s Nashville business development lead chases Southeast industrial plants with no one working the phones for him. Columnline runs an AI employee that finds his projects every week, so his desk time goes straight to calls.
About ARCO/Murray
ARCO/Murray is a national design-build general contractor. Bailey Brandon leads business development for its Nashville team, chasing food, beverage, and automotive plants in Tennessee, Alabama, Georgia, and Mississippi.
Bailey works on site and on the road, with no one beating the phones for him. Finding good targets took hours he did not have.
- Company
- ARCO/Murray
- Industry
- Design-build general contracting: industrial, food and beverage, cold storage
- Size and scale
- National design-build general contractor; Nashville business development team
- What Columnline runs
- Pursuit Intelligence: weekly researched industrial projects with one-click email drafts
- Tools it works with
- Gmail, Outlook, Excel, Google Sheets
Before
- Research squeezed between site visits and travel
- Hours of digging on each company
- Guessing which companies fit
- Every email written from scratch
- Outreach when time allowed
After
- An AI employee watches four states for expansion signals every week
- A research dossier on every target, ready Monday
- Matched to ARCO/Murray’s sweet spot and ranked with Bailey’s own scoring
- One-click drafts in Gmail or Outlook
- A new batch every week, plus an Excel export for the project team
The Problem
Industrial Prospecting
Problem
Great targets, no time to find them
Good industrial projects show up early as small signals: new jobs, a state incentive, a plant at capacity. Catching them takes steady reading, and on the road that slides. In Bailey’s words: “I do lack that consistency.”
Solution
A researcher fitted to ARCO/Murray, running every week
Columnline built an AI employee tuned to ARCO/Murray’s market and runs it for the Nashville team. Each batch names the company, project, value, and timing. Bailey skims, picks the best, and sends a one-click email.
Pursuit Intelligence
Finds Southeast industrial projects that fit ARCO/Murray and delivers them ready to call.
“I can’t tell you enough how beneficial this has been, because in my role… I’m not just sitting here behind a computer every single day. So when I do have 30 minutes or an hour… I know that I’ve got one that is identifying opportunities… that are going to fit our capabilities really well.”
Bailey BrandonBusiness Development, ARCO/MurrayResults
89 researched opportunities in four months.
- 89 researched opportunities in four months: 38 at launch, then six to eight every week.
- $1B+ in named projects in a single batch, including a $110M retrofit caught while the owner was still picking a general contractor.
- The right targets: an early batch flagged a $90.2M plant ARCO/Murray had already bid on.
- Full mornings of cold outreach from the feed within weeks of launch.
Outcome
The outcome
Bailey now spends his desk time calling, not searching. About five weeks after launch he wrote: “Have spent all morning doing cold out reach via the platform..” With single projects as large as $400M, one won job covers the work.
His reaction to the first build was a one-line email: “Yesssssss. This is awesome. Nice work.” When an Iowa contractor called him about Columnline, Bailey’s answer was: “you got to use this.”
Next steps
What’s next
Bailey has named the next step: handing off the outreach itself, so calls and emails go out on weeks he travels. He has already introduced colleagues to Columnline.
Want a weekly list of projects that fit your firm, researched and ready to call? Book a call with Columnline.