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In an annual study of trends affecting corporate planning in the construction industry, researchers noted the following trends. For suppliers to contractors, it is wise to consider trends affecting concrete customers. Contractors get less negotiated work; bottom line is more important in defining success; cash flow pressure continues to increase; credit lines continue to get more difficult; contractors must use business plans; pay for performance is standard; contractors introduce cost-controlling innovations; pressure on estimating increases; business failures continue; quality employees are key; decentralized management is more prevalent.