The Gateway 2 Bottleneck Is Easing. But Is Your Commercial Team Ready?
Recent data from the Building Safety Regulator (BSR) points to a significant shift in the high-rise residential market. After a prolonged period of uncertainty, Gateway 2 approvals are beginning to move more efficiently, creating renewed opportunity for developers, contractors and specialist suppliers.
For many organisations, this should be welcome news.
However, according to ARV Solutions’ Associate Director, Craig Nicholls, a new challenge is emerging – while the technical gridlock shows signs of clearing, many development, construction, and engineering firms are facing a different bottleneck: sales and business development capacity.
The market is moving again
The latest BSR figures suggest average approval times for standard high-rise schemes have reduced to around 20 weeks, driven in part by a sharp reduction in new applications following the introduction of the Building Safety Levy.
At the same time, remediation projects continue to progress and substantial volumes of residential development remain within the pipeline.
This creates a potentially significant shift for businesses operating across construction, engineering, MMC, façade, fire safety and associated supply chains.
Projects that have been delayed are beginning to move forward. Opportunities are re-entering the market. Competition for work is likely to increase.
The question is no longer simply whether a scheme can achieve approval. The focus is shifting towards who is best positioned to secure the opportunity once it does. Craig says:
“For the last two years, most conversations have centred around Gateway 2 delays and regulatory uncertainty. What we’re now starting to see is a shift towards commercial readiness. The businesses that have invested in the right people and relationships will be best placed to benefit as projects start moving again.”
Why sales recruitment in construction has changed
Many organisations looking to strengthen business development teams are still hiring against criteria that were effective before the Building Safety Act came into force.
The market has evolved significantly since then.
Today’s commercial professionals need more than traditional sales capabilities. They must understand the regulations influencing project timelines, procurement decisions and investment priorities.
“In this environment, credibility matters more than a polished sales pitch,” says Craig,
“The strongest business development professionals are those who can have informed conversations about the Building Safety Act, Gateway processes and the commercial realities developers are facing. They need to add value from the first conversation.”
For employers, this means technical understanding is becoming a critical hiring requirement across sales, business development and client-facing commercial roles.
Patience is now a commercial skill
While approval times are improving, major and more complex schemes still face lengthy approval periods.
That creates a very different sales environment from sectors driven by shorter purchasing cycles.
Business development professionals must be capable of managing opportunities over many months, maintaining stakeholder engagement and nurturing relationships throughout periods of uncertainty.
Companies focused solely on immediate revenue generation may struggle to build sustainable pipelines in the current landscape.
“We’re seeing a real demand for candidates who can manage long-cycle opportunities. With complex schemes still averaging a 35-week wait, your sales team needs the strategic patience and pipeline-management skills required for long, high-stakes enterprise sales cycles.”
Networks are becoming increasingly valuable
As developers reassess programmes and re-prioritise projects, established industry relationships have become a significant competitive advantage.
Commercial professionals with trusted networks can identify opportunities earlier, gain a clearer understanding of project status and position their organisations ahead of competitors.
This is particularly important in specialist sectors where procurement routes are evolving and project timelines remain fluid.
The next bottleneck may be talent
The easing of Gateway 2 delays is undoubtedly positive for the wider industry.
But regulatory approval alone does not generate revenue.
Businesses that want to capitalise on improving market conditions will need commercial teams capable of navigating a highly regulated, relationship-driven and technically complex environment.
For many organisations, that means reviewing whether their current sales and business development structure reflects today’s market realities.
As the project pipeline begins to move, the companies that secure the greatest market share may not be those that waited for approvals to improve. They may be the ones that prepared their commercial teams in advance.
Final Thoughts
The conversation across construction has rightly focused on regulation, compliance and approvals. However, as the market stabilises, attention must now turn to capability.
The opportunity is returning.
The question is whether your commercial team is equipped to convert it into growth.
If you’d like to discuss your recruitment challenges – talk to Craig. 0117 959 2008
https://www.linkedin.com/in/craignichollsheadhunter/
