GC buying-group composition by revenue tier (Candid synthesis for SMB application of [[forrester-state-business-buying-2026-13-and-9]])

Synthesis for SMB application:

• $1M–$3M residential GC: owner + spouse. Sometimes part-time office admin. Owner has final sign-off; spouse vetoes vendors who feel slick or oversell.
• $3M–$10M residential design-build: owner + office manager + (sometimes) marketing-aware project manager. Office manager is the day-to-day POC and will be the loudest voice if the site is hard to use.
• $10M–$50M ICI: owner/president + business-development lead + estimator + (rarely) external marketing consultant. Slower decision; demands more written collateral; references count more than reviews.

Use in proposals: every deliverable goes to two named recipients minimum, not just the owner. Same-day written follow-up after first call (audit scope + pricing) so the second decision-maker sees the actual document.

Confidence: Single-source (Candid synthesis of Forrester State of Business Buying, 2026: typical B2B buying decision involves 13 internal stakeholders + 9 external influencers applied to SMB GC tiers). Enterprise 13+9 model does not transfer directly to under-$50M GCs.