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…
Twenty-five hundred years ago, there lived a man named Jeremiah. He was a prophet during a time of crisis for the nation Israel. Israel had long fallen from the peak of its glory. The Israelite kings, priests, prophets, and people were all corrupt. Jeremiah often came to clearly tell them the truth about their wrong…
Construction is extremely complex, local, and specialized. The reason we have subcontractors in many trades working on projects is that they have the specific skill and knowledge that is necessary to build a quality project. So, working with project partners that you trust is essential. How can you build trust with your project partners? Be…