Inside the Owner-Contractor Relationship: Lessons from Billion-Dollar Projects

Oct 21, 2025

Huw Roberts, CEO of PMWeb and former architect, shares insights from managing billion-dollar projects like JPMorgan Chase's tower. He discusses how contractors can transition from commodity pricing to strategic partnerships by focusing on long-term trust and collaboration. Huw emphasizes the importance of life-cycle contracts for better decision-making and advises on avoiding common communication pitfalls that can damage owner relationships. Also, he explores the role of AI as an advisory tool rather than a decision-maker, enhancing project management while ensuring human oversight.

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INSIGHT

Align To Owner Outcomes

Contractors win by aligning their objectives to the owner's desired outcomes rather than acting like commodity vendors.
Serving owner outcomes builds trust, repeat work, and recommendations that grow the business.

ADVICE

Solve With Transparent Trade-Offs

Communicate clearly when expectations mismatch and explain why a plan isn't feasible.
Propose prioritized trade-offs (e.g., upgrade lobby, downgrade bathrooms) to preserve overall owner objectives.

INSIGHT

Value Of Lifecycle Contracts

Lifecycle contracts (design-build-operate) naturally align incentives across parties and reduce short-term thinking.
Contractors' knowledge of how something was built becomes valuable during operations and maintenance.

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Construction contractors seeking to break free from commodity pricing discover transformative strategies for building strategic owner partnerships in this revealing interview. PMWeb CEO Huw Roberts shares insider perspectives from managing billion-dollar projects, including the $5 billion JP Morgan Chase tower in New York. Learn how successful contractors differentiate themselves through strategic positioning, technology integration, and communication excellence. This episode covers design-build-operate advantages, AI implementation without excessive risk, and the three critical objectives every owner prioritizes. Roberts reveals common communication mistakes that damage relationships and provides actionable strategies for contractors working with sophisticated owners managing 30,000+ active projects simultaneously.

Key Topics Covered:

• Strategic contractor positioning versus commodity vendor relationships in large projects

• Design-build-operate contracting methods for long-term partnership success

• Construction project management technology integration and collaboration strategies

• AI implementation approaches: advisory roles versus dangerous automation decisions

• Communication best practices that prevent costly owner relationship breakdowns

• Technology planning requirements for sophisticated owner partnerships

• Real-world insights from billion-dollar construction project management

Guest Credentials:

Huw Roberts - CEO, PMWeb Global Construction Software

Background: Former architect specializing in hospital and institutional design

Current Role: Leading construction project management technology for major owners

Portfolio Scope: 30,000+ active projects across universities, airports, financial institutions

Notable Projects: JP Morgan Chase $5 billion tower, UC Davis Health systems

Links and Resources:

PMWeb Website: https://pmweb.com
Contact: 855-GO-PM-WEB
Case Studies: pmweb.com/awards
LinkedIn: Connect with Huw Roberts

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