In the fast-paced world of design/build, where timelines are tight and budgets are scrutinized, every advantage counts. That’s why I sat down with Marty Abbott, President of The IM Group, to explore a powerful but often overlooked strategy: incentive management.
This conversation, hosted for the Food Production Suppliers Association (FPSA) and its Design Build Network, dives deep into how strategic incentives can dramatically improve project ROI and collaboration across stakeholders.
What Is Incentive Management?
Incentive management is the process of identifying and securing financial incentives—often from state, county, local, or federal governments—that help offset the costs of capital projects. These incentives are designed to attract investment and job creation, and they can take many forms:
- Property and income tax reductions
- Infrastructure grants
- Training subsidies
- Discretionary (negotiated) incentives
As Marty explains, most companies only tap into statutory incentives—those available to everyone. But the real value lies in discretionary incentives, which require a strategic approach and negotiation. That’s where experts like Marty come in.
Why It Matters in Design/Build
Design/build projects often begin with ROI projections that fall below a company’s threshold for investment. Incentive management can bridge that gap, making projects financially viable and more attractive to decision-makers.
Marty shares how his team works with clients like McCain Foods to identify opportunities early in the process—ideally when a project team and timeline are first established. From there, they develop a strategy, negotiate with government entities, and manage compliance for years to come.
Who Should Care?
If you’re a:
- Developer or owner looking to improve ROI
- General contractor seeking to add value for clients
- Engineer or architect involved in early project planning
- CFO or COO evaluating capital investments
…then incentive management should be on your radar.
A Strategic Partner Worth Knowing
As someone who works closely with clients in the food and beverage industry, I see firsthand how complex and demanding these projects can be. Having a partner like Marty—who can uncover hidden financial value and simplify the process—is a game-changer.
Watch the full video to learn how incentive management can elevate your next project:
