You know how vital it is to prepare for bidding, planning, and building work You prepare before presenting a proposal to a client. Your PMs put weeks into planning a project. Your foremen conduct tailgate meetings every day, getting ready for a great day of executing work. How much time do you take, each day, to…
One day last week, there was an uproar at my house. My kids were playing, (more like fighting), together. A conflict had occurred, and it turned into a classic, “he said, she said” dispute. These happen when conflicting parties express opposing accounts of an event or situation. When you don’t witness them directly, they are…
My five-year-old was having a hard time. In our house, we practice the principle that if it is your toy, it is your right to do with it what you will. His older brother had a particularly exciting toy, and he refused to allow him to play with it. It was a time of adversity…
One of my coaching clients is a business development executive for an excellent general contractor. Early this week, I was helping him to define his business development process, and we identified three things that he needs to focus on to win the right types of projects with the right kinds of clients. 1: Know yourself….
This is part two of a three-part series on construction selling. Click here for part one. Click here for part two. Why Do People Buy Things? One of the keys in a tactical approach is that you have to think about a sale in terms of a weighing scale. The benefits you offer and the…
This is part two of a three-part series on construction selling. Click here for part one. I want to share with you my observations on crafting a strategic approach to pursuing projects in construction sales. I’ve found that change impacts our ability to achieve sales objectives. I mean changes in the project as well as…